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Selling today : (Record no. 5777)

MARC details
000 -LEADER
fixed length control field 03075nam a2200361 a 4500
001 - CONTROL NUMBER
control field 5777
003 - CONTROL NUMBER IDENTIFIER
control field BD-DhEWU
005 - DATE AND TIME OF LATEST TRANSACTION
control field 20190501020002.0
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
fixed length control field 030728s2004 njuac g 001 0 eng d
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 8131706842
International Standard Book Number 0131230298
International Standard Book Number 9780131009523
035 ## - SYSTEM CONTROL NUMBER
System control number (OCoLC)51942575
040 ## - CATALOGING SOURCE
Original cataloging agency BD-DhEWU
Language of cataloging eng
Transcribing agency BD-DhEWU
041 ## - LANGUAGE CODE
Language code of text/sound track or separate title eng
082 04 - DEWEY DECIMAL CLASSIFICATION NUMBER
Classification number 658.85
Item number MAS 2004
100 1# - MAIN ENTRY--PERSONAL NAME
Personal name Manning, Gerald L.
9 (RLIN) 11737
245 10 - TITLE STATEMENT
Title Selling today :
Remainder of title creating customer value /
Statement of responsibility, etc Gerald L. Manning, Barry L. Reece.
250 ## - EDITION STATEMENT
Edition statement 9th ed.
260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT)
Place of publication, distribution, etc New Delhi :
-- Upper Saddle River, N.J. :
Name of publisher, distributor, etc Dorling Kindersley (India) private Limited,
-- Pearson Education International, Prentice Hall,
Date of publication, distribution, etc c2004.
300 ## - PHYSICAL DESCRIPTION
Extent xxix, 527 p. :
Other physical details ill. col. ;
Dimensions 26 cm.
500 ## - GENERAL NOTE
General note Previous ed.: c2001.
504 ## - BIBLIOGRAPHY, ETC. NOTE
Bibliography, etc Includes bibliographical references and indexes.
505 ## - FORMATTED CONTENTS NOTE
Title TOC
Formatted contents note Preface --<br/>About the authors --<br/>Pt. 1. Developing a personal selling philosophy for the new economy --<br/>1. Personal selling and the marketing concepts --<br/>2. Personal selling opportunities in the age of information --<br/>Pt. 2. Developing a relationship strategy --<br/>3. Creating value with a relationship strategy --<br/>4. Ethics: the foundation for relationships in selling --<br/>Pt. 3. Developing a product strategy --<br/>5. Creating product solutions --<br/>6. Product-selling strategies that add value --<br/>Pt. 4. Developing a customer strategy --<br/>7. Understanding buyer behavior --<br/>8. Developing and qualifying a prospect base Pt. 5. Developing a presentation strategy --<br/>9. Approaching the customer --<br/>10. Creating the consultative sales presentation --<br/>11. Creating value with the sales demonstration --<br/>12. Negotiating buyer concerns --<br/>13. Closing the sale and confirming the partnership --<br/>14. Servicing the sale and building the partnership Pt. 6. Management of self and others --<br/>15. Opportunity Management: The Key to Greater Sales Productivity --<br/>16. Communication styles: managing the relationship process --<br/>17. Management of the sales force --<br/>Appendix 1: Finding employment: e personalized marketing plan for the age of information --<br/>Appendix 2: Use of customer relationship Management (CRM) Software (ACT!) --<br/>Appendix 3: Partnership selling: a role-play/simulation for selling today --<br/>Endnotes --<br/>Glossary --<br/>Credits --<br/>Name Index --<br/>Subject Index.
520 ## - SUMMARY, ETC.
Summary, etc Summary: <br/>For the Introductory level course in personal selling, sales, and/or tele-course in selling. Selling Today is a best-selling sales textbook because it integrates the concept of customer value at every step of the selling process. The ninth edition builds on the delivery of customer value by offering time-proven fundamentals and practical practices needed to succeed in today's world of sales and marketing.
526 ## - STUDY PROGRAM INFORMATION NOTE
Program name BA
590 ## - LOCAL NOTE (RLIN)
Local note Tahur Ahmed
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element Selling.
9 (RLIN) 11738
700 1# - ADDED ENTRY--PERSONAL NAME
Personal name Reece, Barry L.
9 (RLIN) 11739
856 42 - ELECTRONIC LOCATION AND ACCESS
Materials specified WorldCat details
Uniform Resource Identifier http://www.worldcat.org/title/selling-today-creating-customer-value/oclc/51942575&referer=brief_results
942 ## - ADDED ENTRY ELEMENTS (KOHA)
Source of classification or shelving scheme Dewey Decimal Classification
Koha item type Text
Koha issues (borrowed), all copies 178
Holdings
Withdrawn status Lost status Source of classification or shelving scheme Damaged status Not for loan Collection code Home library Current library Shelving location Date acquired Source of acquisition Cost, normal purchase price Total Checkouts Full call number Barcode Date last seen Date checked out Copy number Koha item type Total Renewals
    Dewey Decimal Classification     Non-fiction Dr. S. R. Lasker Library, EWU Dr. S. R. Lasker Library, EWU Circulation Section 18/02/2008 Essence Science Publications 589.00 33 658.85 MAS 2004 21600 08/02/2023 09/03/2020 C-4 Text  
    Dewey Decimal Classification     Non-fiction Dr. S. R. Lasker Library, EWU Dr. S. R. Lasker Library, EWU Circulation Section 18/02/2008 Essence Science Publications 589.00 50 658.85 MAS 2004 21601 02/10/2022 08/09/2022 C-5 Text 2
    Dewey Decimal Classification     Non-fiction Dr. S. R. Lasker Library, EWU Dr. S. R. Lasker Library, EWU Circulation Section 18/02/2008 Essence Science Publications 589.00 36 658.85 MAS 2004 21603 15/09/2022 11/09/2022 C-7 Text 3
    Dewey Decimal Classification     Non-fiction Dr. S. R. Lasker Library, EWU Dr. S. R. Lasker Library, EWU Circulation Section 18/02/2008 Essence Science Publications 589.00 13 658.85 MAS 2004 21604 08/01/2023 02/10/2018 C-8 Text  
    Dewey Decimal Classification     Non-fiction Dr. S. R. Lasker Library, EWU Dr. S. R. Lasker Library, EWU Circulation Section 18/02/2008 Essence Science Publications 589.00 25 658.85 MAS 2004 21605 07/04/2022 04/04/2022 C-9 Text 2
    Dewey Decimal Classification   Not For Loan Non-fiction Dr. S. R. Lasker Library, EWU Dr. S. R. Lasker Library, EWU Reserve Section 18/02/2008 Essence Science Publications 589.00   658.85 MAS 2004 21597     C-1 Text  
    Dewey Decimal Classification   Not For Loan Non-fiction Dr. S. R. Lasker Library, EWU Dr. S. R. Lasker Library, EWU Reserve Section 18/02/2008 Essence Science Publications 589.00 1 658.85 MAS 2004 21598 08/06/2013 08/06/2013 C-2 Text  
    Dewey Decimal Classification     Non-fiction Dr. S. R. Lasker Library, EWU Dr. S. R. Lasker Library, EWU Circulation Section 18/02/2008 Essence Science Publications 589.00 6 658.85 MAS 2004 21599 15/09/2022 11/09/2022 C-3 Text 1
    Dewey Decimal Classification     Non-fiction Dr. S. R. Lasker Library, EWU Dr. S. R. Lasker Library, EWU Circulation Section 18/02/2008 Essence Science Publications 589.00 21 658.85 MAS 2004 21602 13/11/2024 10/11/2024 C-6 Text  
    Dewey Decimal Classification     Non-fiction Dr. S. R. Lasker Library, EWU Dr. S. R. Lasker Library, EWU Circulation Section 18/02/2008 Essence Science Publications 589.00 25 658.85 MAS 2004 21606 26/10/2023 17/10/2023 C-10 Text 1