| 000 -LEADER |
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| fixed length control field |
02038cam a2200325 a 4500 |
| FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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| fixed length control field |
090309s2009 njua b 001 0 eng |
| LIBRARY OF CONGRESS CONTROL NUMBER |
|---|
| LC control number |
2009007398 |
| NATIONAL BIBLIOGRAPHY NUMBER |
|---|
| National bibliography number |
GBA951637 |
| Source |
bnb |
| NATIONAL BIBLIOGRAPHIC AGENCY CONTROL NUMBER |
|---|
| Record control number |
015265635 |
| Source |
Uk |
| INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9780470438992 (cloth : acid-free paper) |
| INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
0470438991 (cloth : acid-free paper) |
| SYSTEM CONTROL NUMBER |
|---|
| System control number |
(OCoLC)ocn298775914 |
| CATALOGING SOURCE |
|---|
| Original cataloging agency |
DLC |
| Transcribing agency |
DLC |
| Modifying agency |
BTCTA |
| -- |
YDXCP |
| -- |
C#P |
| -- |
UKM |
| -- |
BWX |
| -- |
CDX |
| -- |
DLC |
| LIBRARY OF CONGRESS CALL NUMBER |
|---|
| Classification number |
HD9980.5 |
| Item number |
.S38 2009 |
| DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
658.8 |
| Edition number |
22 |
| DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20170126093630.0 |
| CONTROL NUMBER |
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| control field |
22241 |
| CONTROL NUMBER IDENTIFIER |
|---|
| control field |
UOWD |
| MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Schultz, Mike, |
| Dates associated with a name |
1974- |
| TITLE STATEMENT |
|---|
| Title |
Professional services marketing : |
| Remainder of title |
how the best firms build premier brands, thriving lead generation engines, and cultures of business development success / |
| Statement of responsibility, etc |
Mike Schultz, John E. Doerr. |
| PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Place of publication, distribution, etc |
Hoboken, N.J. : |
| Name of publisher, distributor, etc |
John Wiley & Sons, |
| Date of publication, distribution, etc |
c2009. |
| PHYSICAL DESCRIPTION |
|---|
| Extent |
xx, 332 p. : |
| Other physical details |
ill ; |
| Dimensions |
24 cm. |
| BIBLIOGRAPHY, ETC. NOTE |
|---|
| Bibliography, etc |
Includes bibliographical references and index. |
| FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
What marketing can do for a firm -- Marketing planning -- Keys to building a terrible marketing strategy -- The seven levers of lead generation and marketing planning -- How to think about fees and pricing -- Don't worry about your competition (let them worry about you) -- The "get it done" culture -- Brand : what it is, why bother -- Three elements of well-crafted brand messaging -- Uncovering your key brand attributes -- Your firm, your brand -- RAMP up your brand -- On being unique and other bad marketing advice -- Building brand and marketing messages -- On becoming a thought leader -- Marketing communications and lead generation tactics -- Introduction to lead generation -- Value and offers in lead generation -- The case for sustained lead generation and relationship nurturing -- Targeting -- RAIN selling -- Networking, relationships, trust, and value -- Selling with hustle, passion, and intensity. |
| SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Service industries |
| General subdivision |
Marketing. |
| SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Branding (Marketing) |
| SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Marketing. |
| ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Doerr, John E. |
| ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Koha item type |
REGULAR |