Normal view MARC view ISBD view

Selling : (Record no. 283672)

MARC details
000 -LEADER
fixed length control field	02314cam a2200349 i 4500
001 - CONTROL NUMBER
control field	17670307
003 - CONTROL NUMBER IDENTIFIER
control field	SISC
005 - DATE AND TIME OF LATEST TRANSACTION
control field	20170228091506.0
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
fixed length control field	130322s2014 nyua b 001 0 eng
010 ## - LIBRARY OF CONGRESS CONTROL NUMBER
LC control number	2013008649
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number	9780071315500
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number	0077861000
040 ## - CATALOGING SOURCE
Original cataloging agency	DLC
Language of cataloging	eng
Transcribing agency	DLC
Description conventions	rda
Modifying agency	DLC
042 ## - AUTHENTICATION CODE
Authentication code	pcc
050 00 - LIBRARY OF CONGRESS CALL NUMBER
Classification number	HF 5438.25
Item number	.W2933 2014
082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER
Classification number	658.85
100 1# - MAIN ENTRY--PERSONAL NAME
Personal name	Castleberry, Stephen Bryon.
245 10 - TITLE STATEMENT
Title	Selling :
Remainder of title	building partnerships /
Statement of responsibility, etc	Stephen B. Castleberry, University of Minnesota Duluth, John F. Tanner, Jr., Baylor University.
250 ## - EDITION STATEMENT
Edition statement	9th edition.
260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT)
Place of publication, distribution, etc	New York :
Name of publisher, distributor, etc	McGraw Hill,
Date of publication, distribution, etc	2014.
300 ## - PHYSICAL DESCRIPTION
Extent	xviii, 496 pages :
Other physical details	color illustrations ;
Dimensions	26 cm.
500 ## - GENERAL NOTE
General note	Includes bibliographical references, glossary and index.
505 0# - FORMATTED CONTENTS NOTE
Formatted contents note	Preface -- Selling and salespeople -- Knowledge and skill requirements -- Ethical and legal issues in selling -- Buying behavior 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 -- Building partnering relationships -- Building long-term partnerships -- The salesperson as manager -- Managing your time and territory -- Managing within your company -- Managing your career -- Role play case 1: Stubb's bar-b-q -- Role play case 2: Netsuite.
521 ## - TARGET AUDIENCE NOTE
Target audience note	Business Administration
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element	Selling.
700 1# - ADDED ENTRY--PERSONAL NAME
Personal name	Tanner, John F.
856 41 - ELECTRONIC LOCATION AND ACCESS
Materials specified	Table of contents only
Uniform Resource Identifier	<a href="http://www.loc.gov/catdir/enhancements/fy1412/2013008649-t.html">http://www.loc.gov/catdir/enhancements/fy1412/2013008649-t.html</a>
856 42 - ELECTRONIC LOCATION AND ACCESS
Materials specified	Publisher description
Uniform Resource Identifier	<a href="http://www.loc.gov/catdir/enhancements/fy1412/2013008649-d.html">http://www.loc.gov/catdir/enhancements/fy1412/2013008649-d.html</a>
906 ## - LOCAL DATA ELEMENT F, LDF (RLIN)
a	7
b	cbc
c	orignew
d	1
e	ecip
f	20
g	y-gencatlg
942 ## - ADDED ENTRY ELEMENTS (KOHA)
Source of classification or shelving scheme	Library of Congress Classification
Koha item type	Books

Holdings
Withdrawn status	Lost status	Source of classification or shelving scheme	Damaged status	Home library	Current library	Shelving location	Date acquired	Source of acquisition	Sub Shelving location	Total Checkouts	Full call number	Barcode	Date last seen	Price effective from	Koha item type
		Library of Congress Classification		College Library	College Library	Reserve Section	03/02/2015	Library Fund			HF 5438.25 .W2933 2014	C19184	05/15/2018	03/02/2015	Books

Selling : (Record no. 283672)

SOUTHVILLE LIBRARY