Breakthrough selling : (Record no. 6793)

MARC details
000 -LEADER
fixed length control field 03994pam a2200253 a 4500
003 - CONTROL NUMBER IDENTIFIER
control field OSt
005 - DATE AND TIME OF LATEST TRANSACTION
control field 20211012093702.0
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
fixed length control field 910925s1992 njua b 001 0 eng
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 0130956139
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 658.81
Edition number 22
Item number FAR
100 1# - MAIN ENTRY--PERSONAL NAME
Personal name Farber, Barry J.
245 10 - TITLE STATEMENT
Title Breakthrough selling :
Remainder of title customer-building strategies from the best in the business /
Statement of responsibility, etc. Barry J. Farber, Joyce Wycoff.
260 ## - PUBLICATION, DISTRIBUTION, ETC.
Place of publication, distribution, etc. Englewood Cliffs, NJ :
Name of publisher, distributor, etc. Prentice-Hall,
Date of publication, distribution, etc. c1992.
300 ## - PHYSICAL DESCRIPTION
Extent xxiii, 377 p. :
Other physical details ill. ;
Dimensions 22 cm.
500 ## - GENERAL NOTE
General note <br/>Table of Contents<br/><br/>Overview: The Sales Process<br/><br/>Section I-Personal Breakthrough<br/><br/>Chapter 1. I Dare You! <br/>Six Keys to a Positive Attitude<br/>Challenge Each Day <br/>Breaking Through the Biggest Barrier: Fear <br/>Whose Fear is Bigger? <br/>Fearless Cold Calling <br/>Nine Ways to Say "No" <br/>Breaking Through the Brick Wall <br/>Just Do It! <br/>Action Plan: Cold Calling/New Accounts <br/><br/>Chapter 2. It's Not Who You Know<br/>Getting Attention... the Hard Way<br/>Star Networking <br/>Make Them Feel Like a King <br/>Get Their "Junk Box" <br/>High Impact Networking Ideas <br/>Volunteer Networking <br/>Ice Breakers <br/>Gaining Referrals <br/>Etc.<br/><br/>Chapter 3. The 5% Difference .<br/>Organization for Success <br/>SAM Strategic Account Management <br/>MAP Management Account Profile <br/>Manage People Not Paperwork <br/>Charting Your Sales Stages<br/>Eliminate Marginal Accounts<br/>Trim Tab Selling <br/>Chocolate Lobsters<br/>Etc.<br/><br/>Chapter 4. Managing Early Success<br/>Early Success <br/>The Talent Position Fit<br/>STAR Qualities <br/>Sales Position Types <br/>Aligning with the Right Company <br/>Etc.<br/><br/>Section 11- The Customer Side of Sales: Relationship Breakthroughs<br/><br/>Chapter 5. Three Keys:<br/><br/>Like-Trust-Respect <br/>connecting <br/>Establishing TRUST <br/>customer References <br/>Story References<br/>Tape Recorded References <br/>Video References <br/>Iceberg Selling <br/>customer Surveys<br/>Etc.<br/><br/>Chapter 6. What's the Question?<br/>The Listening Salesperson <br/>Listening Keys <br/>What's the Question?<br/>Captioning<br/>Research First<br/>Funnel Questions<br/>Etc.<br/><br/>Chapter 7. Walk on the Other Side <br/>Listening Strategies <br/>"Customer Run" Meetings<br/>What does the Customer Want? <br/>Learn the Customer's Job <br/>Customer Defined Quality <br/>The Customer's Personal Advisor<br/>The Customer's Bill of Rights <br/>Etc.<br/><br/>Section III-Product Environment Breakthroughs.<br/><br/>Chapter 8. The #1 Sales Strategy for the 90s:<br/><br/>Customer Service.<br/>The Awakening <br/>Three Paradox Principles<br/>Ignore the Bottom Line <br/>Six Foundation Blocks to a Winning Strategy<br/>The Customer Service Strategy and Its Impact on Sales <br/>Etc.<br/><br/>Chapter 9. Kaizen Training<br/>The Renaissance Salesperson<br/>Personal Mastery <br/>Corporate Commitment to the Training Process <br/>Consistent Sales Training and Follow-up <br/>Consultative Sales Training <br/>Mini-video Seminars <br/>Coaching Emphasis <br/>Sales Training Models<br/>Motivation <br/>The Effectiveness of Sales Training<br/>Etc.<br/><br/>Chapter 10. Inside/Out: Product<br/><br/>Knowledge Breakthroughs.<br/>Be the Expert <br/>"Mad Dogs" <br/>Industry Expert<br/>Question Record<br/>Action Plan: Question Record Worksheet <br/><br/>Section IV-Solution Breakthroughs.<br/><br/>Chapter 11. Selling Beyond the 9 Dots<br/>We All Sell Ice Cream <br/>Three Types of Selling <br/>The Breakthrough Pyramid <br/>Problems... Ideas... Solutions <br/>Your Brain and You <br/>How Smart Are We? <br/>Mind mapping and Creativity<br/>Etc.<br/><br/>Chapter 12. Building Leverage <br/>Sales Leverage <br/>Getting Help from Other People <br/>Build a Positional Advantage <br/>Develop a Sales Network <br/>Team Selling <br/>The Breakthrough Pyramid II <br/>Action Plan: Leverage Checklist <br/><br/>Chapter 13. Lucky Breaks<br/>Blue Darters <br/>Putting It all Together<br/>We Dare You!
504 ## - BIBLIOGRAPHY, ETC. NOTE
Bibliography, etc. note Includes bibliographical references (p. 365-369) and index P. 371 - 377
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 Sales management.
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element Sales executives
General subdivision Interviews.
700 1# - ADDED ENTRY--PERSONAL NAME
Personal name Wycoff, Joyce.
942 ## - ADDED ENTRY ELEMENTS (KOHA)
Source of classification or shelving scheme Dewey Decimal Classification
Koha item type Book Open Access
Classification part 658.81
Item part 1
Call number prefix FAR
Call number suffix 658.1 FAR
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 Total Checkouts Full call number Barcode Date last seen Copy number Price effective from Koha item type
    Dewey Decimal Classification     Engineering Library Engineering Library 10/12/2021 Donation   658.81 FAR 1 0025927 10/12/2021 1 10/12/2021 Book Open Access