MARC details
| 000 -LEADER |
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| fixed length control field |
03684nam a2200637 i 4500 |
| 001 - CONTROL NUMBER |
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| control field |
11056256 |
| 003 - CONTROL NUMBER IDENTIFIER |
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| control field |
CaPaEBR |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
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| control field |
20241023114838.0 |
| 006 - FIXED-LENGTH DATA ELEMENTS--ADDITIONAL MATERIAL CHARACTERISTICS |
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| fixed length control field |
m eo d |
| 007 - PHYSICAL DESCRIPTION FIXED FIELD--GENERAL INFORMATION |
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| fixed length control field |
cr cn |||m|||a |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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| fixed length control field |
150522s2015 nyu foab 001 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
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| International Standard Book Number |
9781631571756 |
| Qualifying information |
|
| 035 ## - SYSTEM CONTROL NUMBER |
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| System control number |
(OCoLC)909913461 |
| 035 ## - SYSTEM CONTROL NUMBER |
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| System control number |
(CaBNVSL)swl00405042 |
| 040 ## - CATALOGING SOURCE |
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| Original cataloging agency |
CaBNVSL |
| Language of cataloging |
eng |
| Description conventions |
rda |
| Transcribing agency |
CaBNVSL |
| Modifying agency |
CaBNVSL |
| 050 #4 - LIBRARY OF CONGRESS CALL NUMBER |
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| Classification number |
HF5438.8.K48 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
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| Personal name |
Le Bon, Joël |
| Titles and words associated with a name |
(College teacher), |
| Relator term |
|
| 245 10 - TITLE STATEMENT |
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| Title |
Key account management : |
| Remainder of title |
strategies to leverage information, technology, and relationships to deliver value to large customers / |
| Statement of responsibility, etc. |
Joël Le Bon, Carl A. Herman. |
| 250 ## - EDITION STATEMENT |
|---|
| Edition statement |
First edition. |
| 264 #1 - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE |
|---|
| Place of production, publication, distribution, manufacture |
New York, New York (222 East 46th Street, New York, NY 10017) : |
| Name of producer, publisher, distributor, manufacturer |
Business Expert Press, |
| Date of production, publication, distribution, manufacture, or copyright notice |
[(c)2015.] |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
1 online resource (xvii, 154 pages) |
| 336 ## - CONTENT TYPE |
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| Content type term |
text |
| Content type code |
txt |
| Source |
rdacontent |
| 337 ## - MEDIA TYPE |
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| Media type term |
computer |
| Media type code |
c |
| Source |
rdamedia |
| 338 ## - CARRIER TYPE |
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| Carrier type term |
online resource |
| Carrier type code |
cr |
| Source |
rdacarrier |
| 347 ## - DIGITAL FILE CHARACTERISTICS |
|---|
| File type |
data file |
| Source |
rda |
| 490 1# - SERIES STATEMENT |
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| Series statement |
Selling and sales force management collection, |
| ISBN |
2163-9582 |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
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| Bibliography, etc. note |
|
| 505 0# - FORMATTED CONTENTS NOTE |
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| Formatted contents note |
1. Key account management, organizational alignment, and the selling center -- |
| Title |
2. Building and delivering value to key accounts -- |
| -- |
3. Leveraging collaborative CRM and technology -- |
| -- |
4. Business customer marketing and key account development -- |
| -- |
Conclusion -- |
| -- |
Biographies -- |
| -- |
References -- |
| -- |
Index. |
| 506 ## - RESTRICTIONS ON ACCESS NOTE |
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| Terms governing access |
Access restricted to authorized users and institutions. |
| 520 3# - SUMMARY, ETC. |
|---|
| Summary, etc. |
Now more than ever, companies are faced with a critical and challenging truth. Today's customer is demanding more attention, superior service, and the expertise of a dedicated sales team. Suppliers must make difficult choices to determine how to allocate limited resources, including which customers receive the highest level of service. Increasingly, supply side organizations are working to design and implement key account programs to meet or exceed these expectations. Key account management is a specific business strategy that involves complex sales processes, large-scale negotiations, and the alignment of multiple internal and external stakeholders. This multi-pronged process is anything but straightforward, and the business world is filled with examples of key account programs that have not achieved the expected results. This book addresses the strategic challenges facing top executives and sales leaders as they build strategies to better manage their key accounts. |
| 530 ## - COPYRIGHT INFORMATION: |
|---|
| COPYRIGHT INFORMATION |
COPYRIGHT NOT covered - Click this link to request copyright permission: |
| Uniform Resource Identifier |
<a href="b">b</a> |
| 530 ## - COPYRIGHT INFORMATION: |
|---|
| COPYRIGHT INFORMATION |
|
| 538 ## - SYSTEM DETAILS NOTE |
|---|
| System details note |
Mode of access: World Wide Web. |
| 538 ## - SYSTEM DETAILS NOTE |
|---|
| System details note |
System requirements: Adobe Acrobat reader. |
| 588 ## - SOURCE OF DESCRIPTION NOTE |
|---|
| Source of description note |
Title from PDF title page (viewed on May 22, 2015). |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Selling |
| General subdivision |
Key accounts. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Marketing |
| General subdivision |
Key accounts. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Customer services. |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
Key account management |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
key account managers |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
large customers |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
complex sales |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
selling center |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
buying center |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
buyer-seller relationships |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
sales management and leadership |
| 653 ## - INDEX TERM--UNCONTROLLED |
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| Uncontrolled term |
value co-creation |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
collaborative CRM |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
sales technology |
| 655 #0 - INDEX TERM--GENRE/FORM |
|---|
| Genre/form data or focus term |
[genre] |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Herman, Carl A., |
| Relator term |
|
| 776 08 - ADDITIONAL PHYSICAL FORM ENTRY |
|---|
| Relationship information |
Print version: |
| International Standard Book Number |
9781631571749 |
| 830 #0 - SERIES ADDED ENTRY--UNIFORM TITLE |
|---|
| Uniform title |
Selling and sales force management collection. |
| International Standard Serial Number |
2163-9582 |
| 856 40 - ELECTRONIC LOCATION AND ACCESS |
|---|
| Uniform Resource Identifier |
<a href="https://go.openathens.net/redirector/ciu.edu?url=https://portal.igpublish.com/iglibrary/search/BEPB0000370.html">https://go.openathens.net/redirector/ciu.edu?url=https://portal.igpublish.com/iglibrary/search/BEPB0000370.html</a> |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
Library of Congress Classification |
| Usage before 2021-2022 |
CIU |
| Koha item type |
Online Book (LOGIN USING YOUR MY CIU LOGIN AND PASSWORD) |
| VENDOR |
Business Expert Press |
| LOCATION |
ONLINE |
| Barecode |
BEP11056256 |
| 902 ## - LOCAL DATA ELEMENT B, LDB (RLIN) |
|---|
| c |
1 |
| d |
Cynthia Snell |