Fundamentals of selling : customers for life. / (Record no. 1057)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01665nam a22001697a 4500 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 120601t xxu||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 025625981X 9780256259810 |
| 050 ## - LIBRARY OF CONGRESS CALL NUMBER | |
| Classification number | HF5438.25.F98 |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Futrell, Charles M. |
| 245 ## - TITLE STATEMENT | |
| Title | Fundamentals of selling : customers for life. / |
| Statement of responsibility, etc. | Charles M. Futrell |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication, distribution, etc. | Boston : |
| Name of publisher, distributor, etc. | Irwin/McGraw-Hill, |
| Date of publication, distribution, etc. | 1999. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | xxiii, 584 p. : |
| Other physical details | ill. (some col.) ; |
| Dimensions | 26cm. |
| 500 ## - GENERAL NOTE | |
| General note | Includes index. |
| 505 ## - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Contents: Selling as a profession : The Life, times, and career of the professional salesperson -- Relationship marketing : where personal selling fits -- Social, ethical , and legal issues in selling -- Preparation for relationship selling : The Psychology of selling : why people buy -- Communication for relationship building : its not all talk -- Sales knowledge : customers , products, technologies -- The Relationship selling process : Find your prospect, then plan your sales call -- Select your presentation method, then open it strategically -- Elements of a great sales presentation -- Welcome your prospect's objections -- Closing begins the relationship -- Service and follow - up for customer retention -- Careers in selling : Retail selling : challenging and rewarding -- Organizational selling : business, services and nonprofit -- Managing yourself, your career, and others: Time, territory, and self - management : keys to success -- Planning, organizing and staffing successful salespeople -- Motivation, compensation, leadership, and evaluation of salespeople -- Sales world wide web directory -- Notes -- Glossary of selling terms. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Selling. |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Library of Congress Classification |
| Koha item type | Books |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Home library | Current library | Shelving location | Date acquired | Total Checkouts | Full call number | Barcode | Date last seen | Copy number | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Library of Congress Classification | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | General Stacks | 01/06/2012 | HF5438.25.F98 | 2403/12 | 01/06/2012 | 1 | 01/06/2012 | Books |