Breakthrough selling : (Record no. 6793)
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000 -LEADER | |
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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 |
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 |
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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 |