Short cycle selling : beating your competitors in the sales race. / (Record no. 1064)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 02075cam a22003014a 4500 |
| 001 - CONTROL NUMBER | |
| control field | 12720387 |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20210414113953.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 020327s2002 nyua b 001 0 eng |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER | |
| LC control number | 2002021938 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 0071388737 (alk. paper) |
| 040 ## - CATALOGING SOURCE | |
| Original cataloging agency | DLC |
| Transcribing agency | DLC |
| Modifying agency | DLC |
| 042 ## - AUTHENTICATION CODE | |
| Authentication code | pcc |
| 050 00 - LIBRARY OF CONGRESS CALL NUMBER | |
| Classification number | HF5438.25.K375 |
| 082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.8/1 |
| Edition number | 21 |
| 100 1# - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Kasper, Jim. |
| 245 10 - TITLE STATEMENT | |
| Title | Short cycle selling : beating your competitors in the sales race. / |
| Statement of responsibility, etc. | Jim Kasper. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication, distribution, etc. | New York : |
| Name of publisher, distributor, etc. | McGraw-Hill, |
| Date of publication, distribution, etc. | c2002. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | xvi, 271 p. : |
| Other physical details | ill. ; |
| Dimensions | 24 cm. |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE | |
| Bibliography, etc. note | Includes bibliographical references (p. 263) and index. |
| 505 ## - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Contents: Identify your sales cycles: Champion racers known their resources -- Size up your competition: identifying when and where to make your move -- Target selling: plan your sales race -- Get new business more quickly: race on the fastest course -- A.R.E.B.A.! the quickest track to the first appointment -- Compression objectives: a big key to winning the sales race -- Let the customer tell you how to win: its her job -- Familiarity breeds sales rece winners -- Shorten your sales cycle: using strong sales presentations, demonstrations and proposals -- Condense your sales negotiations: Jockeying for a better position near the finish line -- Eliminate road course obstacles: control the staller or objector -- S.A.F.E. closing : it means you win -- Fastest time wins: control your time and shorten your sales cycles -- Sales technology and automation -- Shortened sales cycles -- Marketing will help you finish first -- Hone your mental game: put your racing face on. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Selling. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Competition. |
| 856 42 - ELECTRONIC LOCATION AND ACCESS | |
| Materials specified | Contributor biographical information |
| Uniform Resource Identifier | <a href="http://www.loc.gov/catdir/bios/mh041/2002021938.html">http://www.loc.gov/catdir/bios/mh041/2002021938.html</a> |
| 856 42 - ELECTRONIC LOCATION AND ACCESS | |
| Materials specified | Publisher description |
| Uniform Resource Identifier | <a href="http://www.loc.gov/catdir/description/mh024/2002021938.html">http://www.loc.gov/catdir/description/mh024/2002021938.html</a> |
| 906 ## - LOCAL DATA ELEMENT F, LDF (RLIN) | |
| a | 7 |
| b | cbc |
| c | orignew |
| d | 1 |
| e | ocip |
| f | 20 |
| g | y-gencatlg |
| 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 | 04/06/2012 | HF5438.25.K375 | 2447/12 | 04/06/2012 | 1 | 04/06/2012 | Books | |||||
| Library of Congress Classification | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | General Stacks | 04/06/2012 | HF5438.25.K3751 | 2448/12 | 04/06/2012 | 2 | 04/06/2012 | Books | |||||
| Library of Congress Classification | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | General Stacks | 04/06/2012 | HF5438.25.K3752 | 2449/12 | 04/06/2012 | 3 | 04/06/2012 | Books | |||||
| Library of Congress Classification | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | General Stacks | 04/06/2012 | HF5438.25.K3753 | 2450/12 | 04/06/2012 | 4 | 04/06/2012 | Books | |||||
| Library of Congress Classification | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | General Stacks | 04/06/2012 | HF5438.25.K3754 | 2451/12 | 04/06/2012 | 5 | 04/06/2012 | Books | |||||
| Library of Congress Classification | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | General Stacks | 04/06/2012 | HF5438.25.K3755 | 2452/12 | 04/06/2012 | 6 | 04/06/2012 | Books | |||||
| Library of Congress Classification | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | General Stacks | 04/06/2012 | HF5438.25.K3756 | 2453/12 | 04/06/2012 | 7 | 04/06/2012 | Books | |||||
| Library of Congress Classification | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | General Stacks | 04/06/2012 | HF5438.25.K3757 | 2454/12 | 04/06/2012 | 8 | 04/06/2012 | Books | |||||
| Library of Congress Classification | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | General Stacks | 04/06/2012 | HF5438.25.K3758 | 2455/12 | 04/06/2012 | 9 | 04/06/2012 | Books | |||||
| Library of Congress Classification | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | General Stacks | 04/06/2012 | HF5438.25.K3756 | 2456/12 | 04/06/2012 | 10 | 04/06/2012 | Books |