Sales techniques / (Record no. 1481)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 02080nam a2200289 i 4500 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | MIUC |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20200219112613.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 170907s2004 nyu 001 | eng |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9780071430012 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 0071430016 |
| 040 ## - CATALOGING SOURCE | |
| Original cataloging agency | MIUC |
| Language of cataloging | eng |
| Transcribing agency | MIUC |
| 082 0# - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.85 |
| 100 1# - MAIN ENTRY--PERSONAL NAME | |
| 9 (RLIN) | 3167 |
| Personal name | Brooks, William T., |
| Dates associated with a name | 1945- |
| 952 ## - Items | |
| Itemnumber | 1805 |
| 245 10 - TITLE STATEMENT | |
| Title | Sales techniques / |
| Statement of responsibility, etc. | Bill Brooks. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication, distribution, etc. | New York, etc. : |
| Name of publisher, distributor, etc. | McGraw-Hill, |
| Date of publication, distribution, etc. | c2004. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | xvii, 186 p. ; |
| Dimensions | 23 cm. |
| 336 ## - CONTENT TYPE | |
| Source | rdacontent |
| Content type term | text |
| 490 1# - SERIES STATEMENT | |
| Series statement | A briefcase book |
| 500 ## - GENERAL NOTE | |
| General note | Includes index. |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Ch. 1. 21st century selling -- <br/>Ch. 2. Professional selling -- <br/>Ch. 3. Focus, alignment and leverage -- <br/>Ch. 4. The investment step (part 1)-Position -- <br/>Ch. 5. The investment step (part 2)-Prospecting -- <br/>Ch. 6. The investment step (part 3)-Pre call planning -- <br/>Ch. 7. The meet step: engaging your prospect face to face -- <br/>Ch. 8. The probe step: asking questions that make the sale -- <br/>Ch. 9. The apply step: making your product or service solve problems -- <br/>Ch. 10. The convince step: making your prospects believe -- <br/>Ch. 11.The tie-it-up step: concluding and closing -- <br/>Ch. 12. How to build and sustain sales momentum. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | Sales Techniques is an insightful and practical compilation of proven techniques and modern tools, designed to help both neophyte and seasoned sales professionals work with customers and successfully close the deal.<br/><br/>From selling solutions instead of products to finding, communicating with, and even closing customers on the Internet, this latest addition to the popular Briefcase Books series will show salespeople how to organize their sales efforts, work successfully with today's more demanding customer base, efficiently and effectively close a sale, consistently follow up after the sale to encourage high-profit repeat business and referrals, and much more. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| 9 (RLIN) | 3127 |
| Topical term or geographic name entry element | Sales management |
| General subdivision | Vocational guidance |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| 9 (RLIN) | 3153 |
| Topical term or geographic name entry element | Sales personnel |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| 9 (RLIN) | 3138 |
| Topical term or geographic name entry element | Selling |
| 830 #0 - SERIES ADDED ENTRY--UNIFORM TITLE | |
| 9 (RLIN) | 3168 |
| Uniform title | Briefcase book |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Dewey Decimal 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 | Total Renewals | Full call number | Date last seen | Date last checked out | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Dewey Decimal Classification | Marbella International University Centre | Marbella International University Centre | Library | 22/10/2018 | 4 | 7 | 658.85 BRO sal | 17/10/2022 | 14/03/2022 | 22/10/2018 | Books |