| 000 -LEADER |
|---|
| fixed length control field |
01810cam a2200349 a 4500 |
| FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
090723s2010 nyua 001 0 eng |
| LIBRARY OF CONGRESS CONTROL NUMBER |
|---|
| LC control number |
2009029685 |
| NATIONAL BIBLIOGRAPHY NUMBER |
|---|
| National bibliography number |
GBA9A3765 |
| Source |
bnb |
| NATIONAL BIBLIOGRAPHIC AGENCY CONTROL NUMBER |
|---|
| Record control number |
015402216 |
| Source |
Uk |
| INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9780071637084 (alk. paper) |
| INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
0071637087 (alk. paper) |
| SYSTEM CONTROL NUMBER |
|---|
| System control number |
(OCoLC)ocn426811944 |
| CATALOGING SOURCE |
|---|
| Original cataloging agency |
DLC |
| Transcribing agency |
DLC |
| Modifying agency |
BTCTA |
| -- |
YDXCP |
| -- |
UKM |
| -- |
C#P |
| -- |
BWX |
| -- |
CDX |
| -- |
DLC |
| LIBRARY OF CONGRESS CALL NUMBER |
|---|
| Classification number |
HF5438.25 |
| Item number |
.B669 2010 |
| DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
658.85 |
| Edition number |
22 |
| DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20170126093656.0 |
| CONTROL NUMBER |
|---|
| control field |
22574 |
| CONTROL NUMBER IDENTIFIER |
|---|
| control field |
UOWD |
| MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Bosworth, Michael T. |
| TITLE STATEMENT |
|---|
| Title |
CustomerCentric selling / |
| Statement of responsibility, etc |
Michael T. Bosworth, John R. Holland, and Frank Visgatis. |
| EDITION STATEMENT |
|---|
| Edition statement |
2nd ed., [Fully rev. and expanded]. |
| PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Place of publication, distribution, etc |
New York : |
| Name of publisher, distributor, etc |
McGraw-Hill, |
| Date of publication, distribution, etc |
c2010. |
| PHYSICAL DESCRIPTION |
|---|
| Extent |
ix, 290 p. : |
| Other physical details |
ill ; |
| Dimensions |
24 cm. |
| GENERAL NOTE |
|---|
| General note |
Includes index. |
| FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
What is CustomerCentric selling? -- Human buying behavior -- Power to the buyers -- Opinions : the fuel that drives corporations -- Success without sales-ready messaging -- Core concepts of CustomerCentric selling -- Defining the sales process -- Integrating the sales and marketing processes -- Features versus customer usage -- Creating sales-ready messaging -- Marketing's role in demand creation -- Business development : the hardest part of a salesperson's job -- Developing buyer vision through sales-ready messaging -- Qualifying buyers -- Negotiating and managing a sequence of events -- Negotiation : the final hurdle -- Proactively managing sales pipelines and funnels -- Assessing and developing salespeople -- Driving revenue through channels -- From the classroom to the boardroom. |
| SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Selling. |
| SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Sales management. |
| SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Marketing. |
| ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Holland, John R. |
| ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Visgatis, Frank. |
| ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Koha item type |
REGULAR |