ABC'S of selling. / (Record no. 970)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01205nam a22001817a 4500 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 120528t xxu||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 8185386153 |
| 050 ## - LIBRARY OF CONGRESS CALL NUMBER | |
| Classification number | HF5438.26.F868 |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Futrell, Charles |
| 245 ## - TITLE STATEMENT | |
| Title | ABC'S of selling. / |
| Statement of responsibility, etc. | Charles Futrell |
| 250 ## - EDITION STATEMENT | |
| Edition statement | 2nd ed. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication, distribution, etc. | India: |
| Name of publisher, distributor, etc. | Irwin Inc., |
| Date of publication, distribution, etc. | c2003. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | xxi,473 p.: |
| Other physical details | ill; |
| Dimensions | 23cm. |
| 500 ## - GENERAL NOTE | |
| General note | Includes index |
| 505 ## - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Contents: Selling as a profession -- The Life and times of the professional saleperson -- Preparation for successful selling : the psychology of selling: why people buy -- Communication and persuasion: it's not all talk -- So, What do i need to know? -- The Dynamics of selling -- Prospecting-the lifrblood of selling -- Planning the sales call is a must -- Carefully select which sales presentation method to use -- Begin your presentation strategically -- Elements of making a great presentation -- Welcome your prospect's objections -- Close, close, close -- Winning in the long run: building a relationship through service -- Special selling topics -- Time and territory mangement is a key to success -- Social, ethical, legal issues in selling. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term following 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| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Home library | Current library | Shelving location | Date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 | 28/05/2012 | HF5438.26.F868 | 2428/12 | 28/05/2012 | 1 | 28/05/2012 | Books | |||||
| Library of Congress Classification | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | General Stacks | 28/05/2012 | HF5438.26.F8681 | 2429/12 | 28/05/2012 | 2 | 28/05/2012 | Books | |||||
| Library of Congress Classification | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | General Stacks | 28/05/2012 | HF5438.26.F8682 | 2430/12 | 28/05/2012 | 3 | 28/05/2012 | Books | |||||
| Library of Congress Classification | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | General Stacks | 28/05/2012 | HF5438.26.F8683 | 2431/12 | 28/05/2012 | 4 | 28/05/2012 | Books | |||||
| Library of Congress Classification | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | General Stacks | 28/05/2012 | HF5438.26.F8684 | 2432/12 | 28/05/2012 | 5 | 28/05/2012 | Books |