Selling today: (Record no. 5288)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01659nam a22001937a 4500 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 150115b xxu||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 0131275992 |
| 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: |
| Remainder of title | creating customer value. / |
| Statement of responsibility, etc. | Gerald L. Manning, Barry L. Reece and H.F.(Herb) Mackenzie |
| 250 ## - EDITION STATEMENT | |
| Edition statement | 4th ed. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication, distribution, etc. | Toronto: |
| Name of publisher, distributor, etc. | Prentice Hall, |
| Date of publication, distribution, etc. | 2007. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | xxix,450p.: |
| Other physical details | ill.; |
| Dimensions | 26cm. |
| 500 ## - GENERAL NOTE | |
| General note | Includes index. |
| 505 ## - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Contents: Developing a personal selling philosophy for the new economy: Personal selling today: introduction and overview -- Personal selling opportunities in the age of information -- Developing a relationship strategy: Creating value with a relationship strategy -- Communication styles:managing the relationship process -- Ethics: the foundation for relationships in selling -- Developing a product strategy: Creating product solutions -- Product-selling strategies that add value -- Developing a customer strategy: The buying process and buyer behaviour -- Developing 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 other: Management of self: the key to greater sales productivity -- Management of the sales force -- Appendix: software installation for sales force automation (CRM) application. |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Reece, Barry L. |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Mackenzie, (Herb) H.F. |
| 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 | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Library of Congress Classification | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | Reference | 15/01/2015 | HF5438.25.M35 | 7492/520/13 | 15/01/2015 | 15/01/2015 | Books |