ABC's of relationship selling / (Record no. 1576)

MARC details
000 -LEADER
fixed length control field 01610cam a2200241 a 4500
003 - CONTROL NUMBER IDENTIFIER
control field OSt
005 - DATE AND TIME OF LATEST TRANSACTION
control field 20240116105030.0
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
fixed length control field 010824s2003 mauab b 001 0 eng
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 0072471549 (pbk. : alk. paper)
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 9780072550986
040 ## - CATALOGING SOURCE
Original cataloging agency BUL
Transcribing agency BUL
Modifying agency BUL
Language of cataloging eng
Description conventions rda
082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER
Classification number 658.85
Edition number 23
Item number FUT
100 1# - MAIN ENTRY--PERSONAL NAME
Personal name Futrell, Charles.
245 10 - TITLE STATEMENT
Title ABC's of relationship selling /
Statement of responsibility, etc. Charles M. Futrell.
250 ## - EDITION STATEMENT
Edition statement 7th edition
260 ## - PUBLICATION, DISTRIBUTION, ETC.
Place of publication, distribution, etc. Boston, Mass. :
Name of publisher, distributor, etc. McGraw-Hill,
Date of publication, distribution, etc. c2003.
300 ## - PHYSICAL DESCRIPTION
Extent xix, 470 p. :
Other physical details ill., ;
Dimensions 26 cm.
500 ## - GENERAL NOTE
General note CONTENTS<br/><br/>Part I. Selling as a professional<br/>1. The life, times and career of the professional sales person<br/>2. Social, Ethical, and legal issues in selling<br/><br/>Part II. Preparation for relationship selling<br/>3. The psychology of selling: Why people buy<br/>4. Communication for relationship building: Its not all talk<br/>5. Sales knowledge: customers, products technologies <br/><br/>Part III. The relationship selling process<br/>6. Prospecting<br/>7. Planning the sales call is a must<br/>8. Carefully select which sales presentation method to use<br/>9. Begin your presentation strategically<br/>10. Elements of a great sales presentation<br/>11. Welcome your prospect's objection<br/>12. Closing begins the relationship<br/>13. Service and follow-up for customer retention<br/><br/>Part V. Time and territory management: Keys to success<br/>Appendices<br/><br/><br/><br/><br/>
504 ## - BIBLIOGRAPHY, ETC. NOTE
Bibliography, etc. note Includes bibliographical references and index P. 463-470
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element Selling.
942 ## - ADDED ENTRY ELEMENTS (KOHA)
Source of classification or shelving scheme Dewey Decimal Classification
Koha item type Book Open Access
Edition 7th edition
Classification part 658.85
Item part 1
Call number prefix FUT
Call number suffix 658.85 FUT
Holdings
Withdrawn status Lost status Source of classification or shelving scheme Damaged status Not for loan Home library Current library Date acquired Source of acquisition Inventory number Total Checkouts Full call number Barcode Date last seen Copy number Price effective from Koha item type
    Dewey Decimal Classification     Engineering Library Engineering Library 03/14/2021 Purchase 009835   658.85 FUT 1 BUML24010540 03/14/2021 1 03/14/2021 Book Open Access
    Dewey Decimal Classification     Engineering Library Engineering Library 03/14/2021 Purchase 0009836   658.85 FUT 2 BUML24010538 03/14/2021 2 03/14/2021 Book Open Access
    Dewey Decimal Classification     Engineering Library Engineering Library 03/14/2021 Purchase 0009837   658.85 FUT 3 BUML24010544 03/14/2021 3 03/14/2021 Book Open Access
    Dewey Decimal Classification     Engineering Library Engineering Library 03/14/2021 Purchase 0009838   658.85 FUT 4 BUML24010546 03/14/2021 4 03/14/2021 Book Open Access