MARC details
| 000 -LEADER |
|---|
| fixed length control field |
01921cam a22003134a 4500 |
| CONTROL NUMBER |
|---|
| control field |
13281820 |
| DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20111229104232.0 |
| FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
030721s2004 nyua 001 0 eng |
| LIBRARY OF CONGRESS CONTROL NUMBER |
|---|
| LC control number |
2003016375 |
| INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
0071425454 (alk. paper) |
| CATALOGING SOURCE |
|---|
| Original cataloging agency |
DLC |
| Transcribing agency |
DLC |
| Modifying agency |
DLC |
| AUTHENTICATION CODE |
|---|
| Authentication code |
pcc |
| DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
658.85 BOS |
| MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Bosworth, Michael T. |
| 9 (RLIN) |
287 |
| TITLE STATEMENT |
|---|
| Title |
CustomerCentric selling / |
| Statement of responsibility, etc |
by Michael T. Bosworth and John R. Holland. |
| PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Place of publication, distribution, etc |
New York : |
| Name of publisher, distributor, etc |
McGraw-Hill, |
| Date of publication, distribution, etc |
c2004. |
| PHYSICAL DESCRIPTION |
|---|
| Extent |
xiv, 258 p. : |
| Other physical details |
ill. ; |
| Dimensions |
25 cm. |
| FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Acknowledgments -- What is customer-centric selling? -- 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 via 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. |
| 9 (RLIN) |
289 |
| SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Marketing. |
| ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Holland, John R. |
| 9 (RLIN) |
291 |
| ELECTRONIC LOCATION AND ACCESS |
|---|
| Materials specified |
Contributor biographical information |
| Uniform Resource Identifier |
<a href="http://www.loc.gov/catdir/bios/mh042/2003016375.html">http://www.loc.gov/catdir/bios/mh042/2003016375.html</a> |
| ELECTRONIC LOCATION AND ACCESS |
|---|
| Materials specified |
Publisher description |
| Uniform Resource Identifier |
<a href="http://www.loc.gov/catdir/description/mh041/2003016375.html">http://www.loc.gov/catdir/description/mh041/2003016375.html</a> |
| ELECTRONIC LOCATION AND ACCESS |
|---|
| Materials specified |
Table of contents |
| Uniform Resource Identifier |
<a href="http://www.loc.gov/catdir/toc/ecip047/2003016375.html">http://www.loc.gov/catdir/toc/ecip047/2003016375.html</a> |
| LOCAL DATA ELEMENT F, LDF (RLIN) |
|---|
| a |
7 |
| b |
cbc |
| c |
orignew |
| d |
1 |
| e |
ecip |
| f |
20 |
| g |
y-gencatlg |
| ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
Dewey Decimal Classification |
| Item type |
Books |
