Selling today : creating customer value. / (Record no. 1061)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01521nam 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 | 0131866834 9780131866836 |
| 050 ## - LIBRARY OF CONGRESS CALL NUMBER | |
| Classification number | HF5438.25.M35 |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Manning, Gerald L. |
| 245 ## - TITLE STATEMENT | |
| Title | Selling today : creating customer value. / |
| Statement of responsibility, etc. | Gerald L. Manning |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication, distribution, etc. | Upper Saddle River, N.J. : |
| Name of publisher, distributor, etc. | Pearson Prentice Hall, |
| Date of publication, distribution, etc. | 2007. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | xxxiv, 554 p. : |
| Other physical details | ill. (chiefly col.) ; |
| Dimensions | 27 cm. |
| 500 ## - GENERAL NOTE | |
| General note | Includes index. |
| 505 ## - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Contents: Developing a personal selling : Personal selling and the marketing concept -- Personal selling opportunities in the age of information -- Developing a relatioship strategy : Creating value with a relationship strategy -- Communication styles : managing selling relationships -- Ethics : the foundation for relationships in selling -- Developing a product strategy : Creating product solution -- Product - selling strategies that add value -- Developing a customer strategy : The buying process and buyer behavior -- Developing and qualifying a prospect base -- Developing a presentation strategy : Approaching the customer -- Creating the consultative sales presentation -- Creating value with the sales demonstration -- Negotiating buyer concerns -- Closing the sale and confirming the partnership -- Servicing the sale and building the partnership -- Management of self and others: Oppportunity management : the key to graeter sales productivity -- Management of the sales force. |
| 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.M35 | 2404/12 | 01/06/2012 | 1 | 01/06/2012 | Books | |||||
| 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.M351 | 2405/12 | 01/06/2012 | 2 | 01/06/2012 | Books | |||||
| 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.M352 | 2406/12 | 01/06/2012 | 3 | 01/06/2012 | Books |