| 000 -LEADER |
|---|
| fixed length control field |
03785nam a22004337a 4500 |
| 001 - CONTROL NUMBER |
|---|
| control field |
21981945 |
| 003 - CONTROL NUMBER IDENTIFIER |
|---|
| control field |
OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20221110141635.0 |
| 006 - FIXED-LENGTH DATA ELEMENTS--ADDITIONAL MATERIAL CHARACTERISTICS |
|---|
| fixed length control field |
m |o d | |
| 007 - PHYSICAL DESCRIPTION FIXED FIELD--GENERAL INFORMATION |
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| fixed length control field |
cr_||||||||||| |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
221110b xxu||||| |||| 00| 0 eng d |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER |
|---|
| LC control number |
2021016107 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9781032223759 (pbk.) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9781003155270 |
| Qualifying information |
(ebk) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| Canceled/invalid ISBN |
9780367694999 |
| Qualifying information |
(hbk) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| Canceled/invalid ISBN |
9780367725747 |
| Qualifying information |
(pbk) |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
DLC |
| Language of cataloging |
eng |
| Transcribing agency |
DLC |
| Description conventions |
rda |
| Modifying agency |
DLC |
| -- |
IIMU |
| 042 ## - AUTHENTICATION CODE |
|---|
| Authentication code |
pcc |
| 082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
004.0688 |
| Edition number |
23 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Mukhopadhyay, Sandip, |
| Relator term |
author. |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
Selling IT : |
| Remainder of title |
the science of selling, buying and deal-making / |
| Statement of responsibility, etc. |
Sandip Mukhopadhyay, Srinivas Pingali and Amitabh Satyam. |
| 264 #1 - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE |
|---|
| Place of production, publication, distribution, manufacture |
New Delhi : |
| -- |
New York, NY ; |
| Name of producer, publisher, distributor, manufacturer |
Routledge, |
| Date of production, publication, distribution, manufacture, or copyright notice |
2022. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
xi,267 p.; |
| Dimensions |
24 cm. |
| 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. note |
Includes bibliographical references and index. |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Understanding IT market -- Business value of IT -- IT project management essentials -- Sales and bid management process -- Buying IT -- Client and account management -- Marketing and sales enablement -- Leading with digital -- Selling cloud to enterprises -- Careers in IT--today and tomorrow. |
| 520 ## - SUMMARY, ETC. |
|---|
| Summary, etc. |
"Information Technology (IT) is an essential core of the economy today. Corporations and governments worldwide rely on it to drive their core strategy, and develop and execute business models. Amounting to over 3 trillion US dollars of worldwide spending, the growing significance of the IT industry in the global economy is now well established. Hence, it is crucial to understand the marketplace within which it exists, and this book presents a systematic analysis of the processes, techniques and methods involved in IT sales and marketing. Selling IT: *Integrates a large IT provider's selling process with the enterprise user's IT buying process to highlight the nuances of selling, marketing and developing IT solutions that create value for customers; *Discusses various key concepts such as value-based IT selling, business case for IT acquisition, vendor evaluation and management, account and customer relationship management, customer segmentation, and techniques for customer acquisition and retention; *Analyses the challenges and opportunities involved in selling digital IT and examines the evolution of jobs and careers based on the changed IT landscape; *Includes lesson plans, case studies, and chapter-wise practice questions to support teaching and learning. The book boasts a robust theoretical foundation supported by a clear exposition of concepts and management theories. It will be of benefit to professionals using organization-mandated selling processes. Young executives with a technology background looking for a sales and marketing career in the IT industry can also effectively use this book. It will also be an essential read for scholars and researchers in B2B marketing, IT consulting, Technology sales, and Digital transformation"-- |
| Assigning source |
Provided by publisher. |
| 588 ## - SOURCE OF DESCRIPTION NOTE |
|---|
| Source of description note |
Description based on print version record and CIP data provided by publisher. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Information technology |
| General subdivision |
Marketing. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Information technology |
| General subdivision |
Vocational guidance. |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Pingali, Srinivas, |
| Relator term |
author. |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Satyam, Amitabh, |
| Relator term |
author. |
| 776 08 - ADDITIONAL PHYSICAL FORM ENTRY |
|---|
| Relationship information |
Print version: |
| Main entry heading |
Mukhopadhyay, Sandip. |
| Title |
Selling IT |
| Place, publisher, and date of publication |
New York, NY : Routledge, 2022 |
| International Standard Book Number |
9780367694999 |
| Record control number |
(DLC) 2021016106 |
| 856 ## - ELECTRONIC LOCATION AND ACCESS |
|---|
| Materials specified |
Publisher's Description and Content Page |
| Uniform Resource Identifier |
https://www.routledge.com/Selling-IT-The-Science-of-Selling-Buying-and-Deal-Making/Mukhopadhyay-Pingali-Satyam/p/book/9780367725747 |
| 906 ## - LOCAL DATA ELEMENT F, LDF (RLIN) |
|---|
| a |
7 |
| b |
cbc |
| c |
orignew |
| d |
1 |
| e |
ecip |
| f |
20 |
| g |
y-gencatlg |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
|
| Koha item type |
Monograph |
