Selling: building partnerships. / (Record no. 984)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01319nam a22002057a 4500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20210414113946.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 120529t xxu||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 13: 9780073136905 |
| 050 ## - LIBRARY OF CONGRESS CALL NUMBER | |
| Classification number | HF5438.25.W2933 |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Weitz, Barton A. |
| 245 ## - TITLE STATEMENT | |
| Title | Selling: building partnerships. / |
| Statement of responsibility, etc. | Barton A. Weitz, Stephen B. Castleberry and John F. Tanner Jr. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication, distribution, etc. | Boston: |
| Name of publisher, distributor, etc. | McGraw-Hill, |
| Date of publication, distribution, etc. | 2007. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | xxi, 481 p.: |
| Other physical details | ill.; |
| Dimensions | 26 cm. |
| 500 ## - GENERAL NOTE | |
| General note | Includes endnotes, glossary and indexes. |
| 505 ## - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Contents: The Field of selling: Selling and salespeople -- Building partnering relationships -- Knowledge and skills requirements: Ethical and legal issues in selling -- Buying behaviour and the buying process-- Using communication principles to build relationships -- Adaptive selling for relationship building -- The Partnership process: Prospecting -- Planning the sales call -- Making the sales call -- Strengthening the presentation -- Responding to objections -- Obtaining commitment -- Formal negotiating -- After the sale: building long-term partneships -- The Salesperson as a manager: Managing your time and territory -- Managing within your company -- Managing your career. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Selling. |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Castlebeerry, Stephen B. |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Tanner, John 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| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Home library | Current library | Shelving location | Date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 | 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 | 29/05/2012 | HF5438.25.W2933 | 2407/12 | 29/05/2012 | 1 | 29/05/2012 | Books | |||||
| Library of Congress Classification | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | General Stacks | 29/05/2012 | HF5438.25.W29331 | 2408/12 | 29/05/2012 | 2 | 29/05/2012 | Books |