Selling: building partnerships. / (Record no. 7770)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01307nam a22002297a 4500 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20210924115959.0 |
| 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: 9780073530017 |
| 040 ## - CATALOGING SOURCE | |
| Transcribing agency | LC |
| 050 ## - LIBRARY OF CONGRESS CALL NUMBER | |
| Classification number | HF5438.25 |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Fuller form of name | Castleberry, Stephen Bryon |
| 245 ## - TITLE STATEMENT | |
| Title | Selling: building partnerships. / |
| Statement of responsibility, etc. | Stephen B. Castleberry and John F. Tanner Jr. |
| 250 ## - EDITION STATEMENT | |
| Edition statement | 8th ed. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication, distribution, etc. | New York: |
| Name of publisher, distributor, etc. | McGraw-Hill, |
| Date of publication, distribution, etc. | 2011. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | xxvi, 495 p. + various pagings : |
| Other physical details | ill.; |
| 500 ## - GENERAL NOTE | |
| General note | Includes endnotes, glossary and indexes. |
| 505 ## - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Contents: Selling and salespeople --1. Knowledge and skill requirements: Ethical and legal issues in selling -- Buying behaviour and the buying process-- Using communication principles to build relationships -- Adaptive selling for relationship building -- 2. The Partnership process: Prospecting -- Planning the sales call -- Making the sales call -- Strengthening the presentation -- Responding to objections -- Obtaining commitment -- Formal negotiating -- Building partnering relationships -- Building long-term partnerships -- 3. The salesperson as 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 | Tanner, John F. |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | |
| Koha item type | Books |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Permanent location | Current location | Shelving location | Date acquired | Source of acquisition | Full call number | Barcode | Date last seen | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA KUMASI LIBRARY | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA KUMASI LIBRARY | General Stacks | 10/30/2019 | STM | HF5438.25.C35(8e) | K/969/969/19 | 09/24/2021 | 09/24/2021 | Books |