The channel advantage : (Record no. 141865)
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| fixed length control field | 07404cam a2200577Ma 4500 |
| 001 - CONTROL NUMBER | |
| control field | 4240591 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | BD-DhUL |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20161226174317.0 |
| 006 - FIXED-LENGTH DATA ELEMENTS--ADDITIONAL MATERIAL CHARACTERISTICS | |
| fixed length control field | m o d |
| 007 - PHYSICAL DESCRIPTION FIXED FIELD--GENERAL INFORMATION | |
| fixed length control field | cr cn||||||||| |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 001009s1999 enka ob 001 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 0585255156 |
| Qualifying information | (electronic bk.) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9780585255156 |
| Qualifying information | (electronic bk.) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| Canceled/invalid ISBN | 9780750640985 |
| Qualifying information | (print) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| Canceled/invalid ISBN | 0750640987 |
| Qualifying information | (print) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| Canceled/invalid ISBN | 0750640987 |
| Qualifying information | (hc.) |
| 035 ## - SYSTEM CONTROL NUMBER | |
| System control number | (OCoLC)ocm45727461 |
| 035 ## - SYSTEM CONTROL NUMBER | |
| System control number | (NNC)4240591 |
| 035 ## - SYSTEM CONTROL NUMBER | |
| System control number | (OCoLC)45727461 |
| Canceled/invalid control number | (OCoLC)77603702 |
| -- | (OCoLC)474930951 |
| -- | (OCoLC)612507220 |
| -- | (OCoLC)646869385 |
| -- | (OCoLC)697480284 |
| -- | (OCoLC)961676636 |
| -- | (OCoLC)961690275 |
| -- | (OCoLC)962557889 |
| -- | (OCoLC)962716185 |
| 037 ## - SOURCE OF ACQUISITION | |
| Stock number | 93254:93253 |
| Source of stock number/acquisition | Elsevier Science & Technology |
| Note | http://www.sciencedirect.com |
| 040 ## - CATALOGING SOURCE | |
| Original cataloging agency | N$T |
| Language of cataloging | eng |
| Description conventions | pn |
| Transcribing agency | BD-DhUL |
| Modifying agency | OCL |
| -- | OCLCQ |
| -- | YDXCP |
| -- | OCLCQ |
| -- | TUU |
| -- | OCLCQ |
| -- | TNF |
| -- | OCLCQ |
| -- | ZCU |
| -- | OCLCO |
| -- | OCLCF |
| -- | OCLCQ |
| -- | FUG |
| -- | B24X7 |
| -- | OPELS |
| -- | W2U |
| -- | E7B |
| -- | OCLCQ |
| -- | TYFRS |
| -- | S4S |
| -- | DEBSZ |
| -- | N$T |
| -- | OCLCQ |
| -- | D6H |
| -- | OCLCQ |
| 049 ## - LOCAL HOLDINGS (OCLC) | |
| Holding library | ZCUA |
| 050 #4 - LIBRARY OF CONGRESS CALL NUMBER | |
| Classification number | HF5415.129 |
| Item number | .F75 1999eb |
| 072 #7 - SUBJECT CATEGORY CODE | |
| Subject category code | BUS |
| Subject category code subdivision | 043030 |
| Source | bisacsh |
| 072 #7 - SUBJECT CATEGORY CODE | |
| Subject category code | BUS |
| Subject category code subdivision | 043040 |
| Source | bisacsh |
| 072 #7 - SUBJECT CATEGORY CODE | |
| Subject category code | BUS |
| Subject category code subdivision | 026000 |
| Source | bisacsh |
| 082 04 - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.87 |
| Edition number | 21 |
| Item number | FRC |
| 100 1# - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Friedman, Lawrence G. |
| 245 14 - TITLE STATEMENT | |
| Title | The channel advantage : |
| Remainder of title | going to market with multiple sales channels to reach more customers, sell more products, make more profit / |
| Statement of responsibility, etc. | Lawrence G. Friedman, Timothy R. Furey. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Place of publication, distribution, etc. | Oxford ; |
| -- | Boston : |
| Name of publisher, distributor, etc. | Butterworth Heinemann, |
| Date of publication, distribution, etc. | 1999. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 1 online resource (x, 228 pages) : |
| Other physical details | illustrations |
| 336 ## - CONTENT TYPE | |
| Content type term | text |
| Content type code | txt |
| Source | rdacontent |
| 337 ## - MEDIA TYPE | |
| Media type term | computer |
| Media type code | c |
| Source | rdamedia |
| 338 ## - CARRIER TYPE | |
| Carrier type term | online resource |
| Carrier type code | cr |
| Source | rdacarrier |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE | |
| Bibliography, etc | Includes bibliographical references and index. |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Introduction: the competitive advantage of sales channels; Choosing the right sales channels ... -- The starting point: product-market focus; Aligning channels with how customers buy; The impact of products on channel selection; The bottom line: the economics of channel selection; ... And building them -- The 'leveraged' sales force; Business partner (indirect) channels; Telechannels; The Internet; Managing channels for high performance -- The art of channel mix and integration; Investing in (and across) a portfolio of channels; Measuring and managing channel performance. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | 'The Channel Advantage' deals with one topic, and deals with it comprehensively and rigorously: how to construct a sales channel system that will yield world-class sales performance and durable competitive advantage. This book helps readers move decisively away from the notion of channel strategy as a sideline to the core business. Building a channel advantage is the core business today, and this is an essential text and reference for all serious marketing and sales professionals and students. Channel innovation is separating market winners from market losers, and not just in leading-edge technology industries. In a business world where industry players are selling practically the same products at essentially the same prices at about the same cost, the only real source of sustainable competitive advantage is the sales channel: how you sell, not what you sell. Selling becomes a question of how to connect products with customers via the best mix of sales channels: the sales force, value-added partners, distributors, retail stores, telemarketing, and the Internet. In short, how companies sell has become as important as what they sell. 'The Channel Advantage' explains how leading companies develop strategies that integrate e-commerce, telemarketing, sales forces, and distributors to achieve superior sales performance and sustainable competitive advantage. Timothy R. Furey is chairman, CEO and co-founder of Oxford Associates, a privately held consulting firm specializing in sales and market strategy, e-commerce channel integration and market research, based in Bethesda, Maryland. Oxford has achieved an annual growth of more than forty percent since its creation in 1991 and was named one of America's 500 fastest growing private companies by Inc. Magazine in 1997. Furey, a pioneer in the use of hybrid sales and marketing strategies for blue chip companies, works extensively with senior management leadership teams to develop and implement go-to-market growth strategies. His clients include IBM, American Express, Marriott, Xerox, Fidelity Investments, Bristol-Myers Squibb, and Johnson & Johnson. Under his leadership, Oxford Associates has developed leading-edge strategies, business processes and systems for deploying and integrating multi-channel sales and marketing systems. They work to align products with the right customers via an appropriate mix of the Internet, telesales, distributors, value-added partners, and traditional sales force channels. Mr. Furey is the co-author of THE CHANNEL ADVANTAGE (Butterworth-Heinemann, August 31, 1999), which is endorsed by the CEOs of America Online, Lotus Development, Ocean Spray, and Xerox. Mr. Furey also serves on the Board of Directors of Alpha Industries (Nasdaq:AHAA), a leading semiconductor manufacturer for wireless telephone applications. Previously, Mr. Furey worked with Boston Consulting Group, Strategic Planning Associates, Kaiser Associates and the Marketing Science Institute. He earned a BA in Economics, cum laude, from Harvard University and an MBA from the Harvard Business School. Lawrence G. Friedman is an internationally recognized channel strategy consultant whose clients have included companies such as Lotus, AT & T, Canon, Compaq Digital Equipment, Microsoft and Bell Atlantic. He also held executive level positions at Andersen Consulting and Huthwaite, Inc., the sales research firm that developed the SPIN Selling Model. In 1996, Friedman, with Neil Rackham and Richard Ruff, co-authored the best-seller, GETTING PARTNERING RIGHT (McGraw-Hill). He is on the review board of the Journal of Selling and Major Account Management, which published his article, Multiple Channel Sales Strategy, in the April, 1999 issue. His firm, The Sales Strategy Institute, works with clients to identify and evaluate new go-to-market opportunities and conducts in-depth channel strategy workshops and seminars. Mr. Friedman is a frequent guest speaker and lecturer on sales and channel strategy throughout the United States, Europe and Asia. Mr. Friedman earned an MA from the University of Chicago. The first rigorous and definitive guide looking at the whole field of channel strategy Shows you how to evaluate new channels Uses real life case studies illustrating cutting edge channel management. |
| 588 0# - SOURCE OF DESCRIPTION NOTE | |
| Source of description note | Print version record. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Marketing channels. |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | BUSINESS & ECONOMICS |
| General subdivision | International |
| -- | Marketing. |
| Source of heading or term | bisacsh |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | BUSINESS & ECONOMICS |
| General subdivision | Marketing |
| -- | Multilevel. |
| Source of heading or term | bisacsh |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | BUSINESS & ECONOMICS |
| General subdivision | Exports & Imports. |
| Source of heading or term | bisacsh |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Marketing channels. |
| Source of heading or term | fast |
| Authority record control number | (OCoLC)fst01010265 |
| 650 17 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Distributiekanalen. |
| Source of heading or term | gtt |
| 650 17 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Marketing. |
| Source of heading or term | gtt |
| 655 #4 - INDEX TERM--GENRE/FORM | |
| Genre/form data or focus term | Electronic books. |
| 700 1# - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Furey, Timothy R. |
| 776 08 - ADDITIONAL PHYSICAL FORM ENTRY | |
| Relationship information | Print version: |
| Main entry heading | Friedman, Lawrence G. |
| Title | Channel advantage. |
| Place, publisher, and date of publication | Oxford ; Boston : Butterworth Heinemann, 1999 |
| International Standard Book Number | 0750640987 |
| Record control number | (DLC) 99028260 |
| -- | (OCoLC)41108565 |
| 856 40 - ELECTRONIC LOCATION AND ACCESS | |
| Uniform Resource Identifier | http://www.columbia.edu/cgi-bin/cul/resolve?clio4240591 |
| Public note | All EBSCO eBooks |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | |
| Koha item type | Books |
| Price effective from | Date last seen | Permanent Location | Not for loan | Date acquired | Source of classification or shelving scheme | Koha item type | Collection code | Barcode | Shelving location | Lost status | Damaged status | Withdrawn status | Current Location | Full call number |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| 2016-12-26 | 2016-12-26 | Dhaka University Library | 2016-12-26 | Books | Non Fiction | 464531 | General Stacks | Dhaka University Library | 658.87 FRC |