Selling today : (Record no. 14313)

MARC details
000 -LEADER
fixed length control field 02776cam a2200361 i 4500
001 - CONTROL NUMBER
control field 17834259
003 - CONTROL NUMBER IDENTIFIER
control field KPTM
005 - DATE AND TIME OF LATEST TRANSACTION
control field 20200311160340.0
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
fixed length control field 130801t20152015njua b 001 0 eng
010 ## - LIBRARY OF CONGRESS CONTROL NUMBER
LC control number 2013031201
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 9781292060170
Qualifying information paperback
040 ## - CATALOGING SOURCE
Original cataloging agency DLC
Language of cataloging eng
Transcribing agency KPTM
Description conventions rda
Modifying agency DLC
042 ## - AUTHENTICATION CODE
Authentication code pcc
050 00 - LIBRARY OF CONGRESS CALL NUMBER
Classification number HF5438.25
Item number .M283 2014
082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER
Classification number 658.85
Edition number 23
100 1# - MAIN ENTRY--PERSONAL NAME
Personal name Manning, Gerald L.
Relator term Author
9 (RLIN) 8677
245 10 - TITLE STATEMENT
Title Selling today :
Remainder of title partnering to create value /
Statement of responsibility, etc. Gerald L. Manning, Des Moines Area Community College, Michael Ahearne, University of Houston, Barry L. Reece, Virginia Polytechnic Institute and State University.
250 ## - EDITION STATEMENT
Edition statement Thirteenth Edition.
264 #1 - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE
Place of production, publication, distribution, manufacture Boston :
Name of producer, publisher, distributor, manufacturer Pearson,
Date of production, publication, distribution, manufacture, or copyright notice 2014.
300 ## - PHYSICAL DESCRIPTION
Extent xxxii, 549 pages :
Other physical details color illustrations ;
Dimensions 29 cm
336 ## - CONTENT TYPE
Content type term text
Source rdacontent
337 ## - MEDIA TYPE
Media type term unmediated
Source rdamedia
338 ## - CARRIER TYPE
Carrier type term volume
Source rdacarrier
504 ## - BIBLIOGRAPHY, ETC. NOTE
Bibliography, etc Includes bibliographical references (pages 485-501) and indexes.
505 0# - FORMATTED CONTENTS NOTE
Formatted contents note Preface -- Acknowledgments -- About the authors -- Developing a personal selling philosophy -- Relationship selling opportunities in the information economy -- Evolution of selling models that complement the marketing concept -- Developing a relationship strategy -- Ethics : the foundation for partnering relationships that create value -- Creating value with a relationship strategy -- Communication styles : a key to adaptive selling today -- Developing a product strategy -- Creating product solutions -- Product-selling strategies that add value -- Developing a customer strategy -- The buying process and buyer behavior -- Developing and qualifying prospects and accounts -- Developing a presentation strategy -- Approaching the customer with adaptive selling -- Determining customer needs with a consultative questioning strategy -- Creating value with the consultative presentation -- Negotiating buyer concerns -- Adapting the close and confirming the partnership -- Servicing the sale and building the partnership -- Management of self and others -- Opportunity management : the key to greater sales productivity -- Management of the sales force -- Appendix 1 reality selling today role-play scenarios -- Appendix 2 selling today and customer relationship management (crm) -- Appendix 3 partnership selling : a role-play/simulation for selling today -- Endnotes -- Glossary -- Name index -- Subject index.
526 ## - STUDY PROGRAM INFORMATION NOTE
Program name AB108
Interest level PMK2033 PRINCIPLES OF SELLING PRACTICE
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element Selling.
9 (RLIN) 1874
700 1# - ADDED ENTRY--PERSONAL NAME
Personal name Ahearne, Michael.
9 (RLIN) 8678
700 1# - ADDED ENTRY--PERSONAL NAME
Personal name Reece, Barry L.
9 (RLIN) 8679
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 Library of Congress Classification
Koha item type Open Shelf Books
Holdings
Withdrawn status Lost status Source of classification or shelving scheme Damaged status Not for loan Home library Current library Shelving location Date acquired Source of acquisition Cost, normal purchase price Total Checkouts Full call number Barcode Date last seen Copy number Cost, replacement price Price effective from Koha item type Inventory number Collection code Shelving control number
    Library of Congress Classification     Al-Ghazali Library Al-Ghazali Library Available to Loan 02/11/2015 KOMABA 109.00   HF5438.25.M283 2014 GHAZ16045857 20/04/2016 1/6 134.00 20/04/2016 Open Shelf Books      
    Library of Congress Classification     Al-Ghazali Library Al-Ghazali Library Available to Loan 02/11/2015 KOMABA 109.00   HF5438.25.M283 2014 GHAZ16045858 20/04/2016 2/6 134.00 20/04/2016 Open Shelf Books      
    Library of Congress Classification     Al-Ghazali Library Al-Ghazali Library Available to Loan 02/11/2015 KOMABA 109.00   HF5438.25.M283 2014 GHAZ16045859 20/04/2016 3/6 134.00 20/04/2016 Open Shelf Books      
    Library of Congress Classification     Al-Ghazali Library Al-Ghazali Library Available to Loan 22/04/2016 ASHE 1021.50   HF5438.25.M283 2014 GHAZ16086410 11/08/2016 4/6 1046.50 11/08/2016 Open Shelf Books 001395-00    
    Library of Congress Classification     Al-Ghazali Library Al-Ghazali Library Red Spot Coll. 24/01/2020 Ilham Focus Network 1171.50   HF5438.25.M283 2014 GHAZ20009771 24/01/2020 5/6 1196.50 24/01/2020 Red Spot Collection 002719-00   Commerce, Business,
    Library of Congress Classification     Al-Ghazali Library Al-Ghazali Library Lecture's Reserve 24/01/2020 Ilham Focus Network 1171.50   HF5438.25.M283 2014 GHAZ20009772 24/01/2020 6/6 1196.50 24/01/2020 Lectures Reserve 002719-00   Commerce, Business,