Selling today : (Record no. 2054)

MARC details
000 -LEADER
fixed length control field 05038pam a2200289 a 4500
003 - CONTROL NUMBER IDENTIFIER
control field OSt
005 - DATE AND TIME OF LATEST TRANSACTION
control field 20240116105715.0
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
fixed length control field 940823s1995 njua b 001 0 eng
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 0205164463
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 0205164463
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 9780205164462
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 MAN
100 1# - MAIN ENTRY--PERSONAL NAME
Personal name Manning, Gerald L.
245 10 - TITLE STATEMENT
Title Selling today :
Remainder of title building quality partnerships /
Statement of responsibility, etc. Gerald L. Manning, Barry L. Reece.
250 ## - EDITION STATEMENT
Edition statement 6th edition.
260 ## - PUBLICATION, DISTRIBUTION, ETC.
Place of publication, distribution, etc. Englewood Cliffs, N.J:
Name of publisher, distributor, etc. Prentice Hall,
Date of publication, distribution, etc. c1995.
300 ## - PHYSICAL DESCRIPTION
Extent xxiii, 582 p. :
Other physical details ill. (some col.) ;
Dimensions 26 cm. +
Accompanying material 1computer disk (3 1/2 in.)
500 ## - GENERAL NOTE
General note <br/>CONTENTS<br/><br/>PART I: SELLING TODAY: DEVELOPING A PERSONAL SELLING PHILOSOPHY<br/><br/>1. Personal Selling and the Marketing Concept<br/>Personal Selling - A Positive Global Force<br/>Personal Selling - A Definition and a Philosophy<br/>Personal Selling as an Extension of the Marketing Concept<br/>Evolution of Consultative-Style Selling<br/>Evolution of Strategic Selling<br/>Etc.<br/><br/>2. Career Opportunities in Selling Today <br/>Careers in Personal Selling<br/>Employment Settings in Selling Today<br/>Personal Selling as an Auxiliary Activity<br/>Learning to Sell<br/><br/>PART II: DEVELOPING A RELATIONSHIP STRATEGY<br/><br/>3. Factors Influencing the Relationship-Building Process<br/>Developing a Relationship Strategy<br/>Developing Thought Processes that Enhance<br/>Nonverbal Strategies that Improve Relationships<br/>Conversational Strategies that Enhance Relationships<br/>Strategies for Self-Improvement<br/><br/>4. Communication Styles: Managing the Relationship Process<br/>Communication Styles, an Introduction to Managing Selling Relationships<br/>Communication-Style Model<br/>Managing Communication-Style Bias<br/>Developing Communication-Style Flexibility<br/><br/>PART III: DEVELOPING A PRODUCT STRATEGY<br/><br/>5. Acquiring Product Information<br/>Developing a Product Strategy<br/>Knowing Your Product<br/>Know Your Company<br/>Know Your Competition<br/>Sources of Product Information<br/>Etc.<br/><br/>6. Developing Product-Selling Strategies<br/>Redefining the Product<br/>Positioning as a Product-Selling Strategy<br/>Total Product Concept<br/><br/>PART IV: DEVELOPING A CUSTOMER STRATEGY<br/><br/>7. Understanding buyer Behavior<br/>Developing a Customer Strategy<br/>The Complex Nature of a Customer Behavior<br/>Forces Influencing Buying Decisions<br/>Perception-How Customer Needs are Formed<br/>How Customers Make Buying Decisions<br/>Etc.<br/><br/>8. Developing a Prospect Base<br/>The Importance of Prospecting<br/>Prospecting Requires Planning<br/>Sources of Prospects<br/>Qualifying the Prospect<br/>Organize Your Prospect Information<br/>Etc.<br/><br/>PART V: DEVELOPING A PRESENTATION STRATEGY<br/><br/>9. APPROACHING THE CUSTOMER<br/>Developing the Presentation Strategy<br/>Planning the Preapproach<br/>Developing the Presale Presentation Plan<br/>The Approach<br/><br/>10. Creating The Consultative Sales Presentation<br/>The Consultative Sales Presentation<br/>Need Discovery<br/>Selection of the Product<br/>Need Satisfaction-Selecting a Presentation Strategy<br/>Guiding For Developing a Persuasive Presentation Strategy<br/><br/>11. Custom Fitting: The Sales Demonstration<br/>The Sales Demonstration<br/>The Importance of The Sales Demonstration<br/>Planning Effective Demonstration<br/>The Use of Sales Tools<br/><br/>12: Negotiating Buyer Resistance<br/>Negotiating Buyer Resistance and Problems<br/>Common Types of Buyer Resistance<br/>General Strategies for Negotiating Buyer Resistance<br/><br/>13. Closing and confirming the Sale <br/>Developing an Attitude Towards Closing the Sale <br/>Guidelines for Closing the Sale<br/>Methods of Closing the Sale<br/>Practice Closing<br/>Confirming the Sale When the Buyer Says No<br/>Etc.<br/><br/>14. Servicing the sale<br/>The Importance of Customer Service<br/>Building Long-Term Partnership with Customer Service<br/>Customer Service Methods <br/>Your Relationship Strategy Should Encompass All Key People<br/>Solving the Customer's Problems<br/>Etc.<br/><br/>PART VI: SALES MANAGEMENT<br/><br/>15. Management of the Sales Force <br/>Career Opportunities in Sales Management<br/>Sales Management Functions<br/>Qualities of a Good Sales Manager<br/>Recruitment and Selection of Salespeople<br/>Orientation and Training<br/>Etc.<br/><br/>16. Management of Self-The Key to Greater Sales Productivity<br/>Management of Self-A Four-Dimensional Process<br/>Time Management<br/>Territory Management<br/>Records Management<br/>Stress Management<br/><br/>17. Ethical Considerations in Personal Selling<br/>Making Ethical Decisions<br/>Factors Influencing the Ethics of Salespeople<br/>Toward a Personal Code of Ethics<br/><br/>PART VII: APPLYING TELECOMMUNICATION TO PERSONAL SELLING<br/><br/>18. Telemarketing Direct Line to Sales<br/>Telemarketing-An Introduction<br/>Functions of Telemarketing<br/>Planning and Implementing a Telephone Sales Plan<br/>Selecting and Training Telephone Sales Representatives<br/>The Future of Telemarketing<br/><br/><br/><br/><br/><br/><br/>
504 ## - BIBLIOGRAPHY, ETC. NOTE
Bibliography, etc. note Includes bibliographical references (p. 545-561). _. Glossary (p. 563-570). _ . and index (P. 575-583)<br/><br/><br/>
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element Selling.
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element Marketing
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element Customer Strategy
700 1# - ADDED ENTRY--PERSONAL NAME
Personal name Reece, Barry L.
942 ## - ADDED ENTRY ELEMENTS (KOHA)
Source of classification or shelving scheme Dewey Decimal Classification
Koha item type Book Open Access
Edition 6th edition
Classification part 658.85
Item part 1
Call number prefix MAN
Call number suffix 658.85 MAN
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 03/23/2021 Donation 0010743   658.85 MAN 1 BUML24010547 03/23/2021 1 03/23/2021 Book Open Access