Sales management for startups and SMEs / Anderson Hirst. (Record no. 22396)

MARC details
000 -LEADER
fixed length control field 01867nam a22002177a 4500
005 - DATE & TIME
control field 20250509171054.0
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
fixed length control field 250509b |||||||| |||| 00| 0 eng d
020 ## - ISBN
International Standard Book Number 9781032583259
040 ## - CATALOGING SOURCE
Original cataloging agency Indian Institute of Management Raipur
082 ## - DDC NUMBER
Classification number 658.81
Book Number HIR-25
100 ## - MAIN ENTRY--PERSONAL NAME
Personal name Hirst, Anderson
245 ## - TITLE STATEMENT
Title Sales management for startups and SMEs / Anderson Hirst.
260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT)
Place of publication, distribution, etc Abingdon, Oxon ; New York, NY :
Name of publisher, distributor, etc Routledge,
Date of publication, distribution, etc 2025
300 ## - PHYSICAL DESCRIPTION
Pages xv,243p.
500 ## - GENERAL NOTE
General note Summary<br/>"Managers and entrepreneurs know they have a great product or service-but they may not know how best to sell it. Useful for nearly any sector or industry, this book is a thoroughly practical guide on how to build an excellent sales organisation, brick by brick. Creating an effective sales organisation is a challenge for many businesses, and it's easy to waste resources on ineffective approaches. Many MBA and executive education programmes do not cover sales management in any depth. Filling this knowledge gap, this guide will help readers to create their own unique high-performing sales organisation that fits their product and market environment. Evidence-based and field-tested, it will gives answers to critical questions, including: Which sales process should we use? How do we recruit, retain, and inspire our sales team? What should we measure and how should we manage it? What do great sales managers do? Rich with case studies from the author's 25 years of sales consulting experience, this book will appeal to a wide variety of managers and entrepreneurs who wrestle with the question "How do I grow my business?", from sales directors to startup founders to MBA students"-- Provided by publisher.
500 ## - GENERAL NOTE
General note Includes bibliographical references and index.
650 ## - Subject
Subject Sales management.
650 ## - Subject
Subject Small business--Growth.
650 ## - Subject
Subject New business enterprises--Management.
942 ## - ADDED ENTRY ELEMENTS (KOHA)
Koha item type Books
Holdings
Withdrawn status Lost status Source of classification or shelving scheme Damaged status Not for loan Department Location (home branch) Sublocation or collection (holding branch) Shelving location Date acquired Vendor Name Discount Koha issues (times borrowed) Koha full call number Accession No. Koha date last seen Koha item type Price effective from
    Dewey Decimal Classification   Not for loan Reference Indian Institute of Management Raipur Indian Institute of Management Raipur Reference 26/04/2025 Overseas Press 35%   658.81 HIR-25 13366 09/05/2025 Books 09/05/2025