MARC details
| 000 -LEADER |
|---|
| fixed length control field |
01810cam a22003734a 4500 |
| CONTROL NUMBER |
|---|
| control field |
4860732 |
| DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20121122134123.0 |
| FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
040510s2004 nyua b 001 0 eng |
| LIBRARY OF CONGRESS CONTROL NUMBER |
|---|
| LC control number |
2003024328 |
| INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
0814472257 (hardcover) |
| -- |
9788184975239 |
| SYSTEM CONTROL NUMBER |
|---|
| System control number |
(OCoLC)53369537 |
| SYSTEM CONTROL NUMBER |
|---|
| System control number |
(OCoLC)ocm53369537 |
| SYSTEM CONTROL NUMBER |
|---|
| System control number |
(DLC) 2003024328 |
| SYSTEM CONTROL NUMBER |
|---|
| System control number |
(NNC)4860732 |
| CATALOGING SOURCE |
|---|
| Original cataloging agency |
DLC |
| Transcribing agency |
DLC |
| Modifying agency |
DLC |
| -- |
OrLoB-B |
| AUTHENTICATION CODE |
|---|
| Authentication code |
pcc |
| LIBRARY OF CONGRESS CALL NUMBER |
|---|
| Classification number |
HD58.7 |
| Item number |
.B34228 2004 |
| DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
658.0019 |
| Item number |
BAC |
| MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Bacon, Terry R. |
| 9 (RLIN) |
5942 |
| TITLE STATEMENT |
|---|
| Title |
The behavioral advantage : |
| Remainder of title |
what the smartest, most successful companies do differently to win in the B2B arena / |
| Statement of responsibility, etc |
Terry R. Bacon and David G. Pugh. |
| PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Place of publication, distribution, etc |
New Delhi : |
| Name of publisher, distributor, etc |
BPI India Pvt Ltd, |
| Date of publication, distribution, etc |
2012. |
| PHYSICAL DESCRIPTION |
|---|
| Extent |
xi, 308 p. : |
| Other physical details |
ill. ; |
| Dimensions |
25 cm. |
| BIBLIOGRAPHY, ETC. NOTE |
|---|
| Bibliography, etc |
Includes bibliographical references and index. |
| FORMATTED CONTENTS NOTE |
|---|
| Miscellaneous information |
Ch. 1. |
| Title |
The death of selling -- |
| Miscellaneous information |
Ch. 2. |
| Title |
The changing world of buying and selling -- |
| Miscellaneous information |
Ch. 3. |
| Title |
The chemistry of preference -- |
| Miscellaneous information |
Ch. 4. |
| Title |
Checkmate! : how business development is like chess -- |
| Miscellaneous information |
Ch. 5. |
| Title |
Opening game : conditioning the market -- |
| Miscellaneous information |
Ch. 6. |
| Title |
Middle game : conditioning the customer -- |
| Miscellaneous information |
Ch. 7. |
| Title |
Middle game : building a powerful position -- |
| Miscellaneous information |
Ch. 8. |
| Title |
Late middle game positioning -- |
| Miscellaneous information |
Ch. 9. |
| Title |
Endgame : conditioning the deal -- |
| Miscellaneous information |
Ch. 10. |
| Title |
Creating a behavioral differentiation strategy -- |
| Miscellaneous information |
Ch. 11. |
| Title |
When the going gets tough ... |
| SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Organizational behavior. |
| 9 (RLIN) |
1936 |
| SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Organizational effectiveness. |
| 9 (RLIN) |
1626 |
| SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Strategic planning. |
| 9 (RLIN) |
1104 |
| SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Selling |
| General subdivision |
Psychological aspects. |
| 9 (RLIN) |
5943 |
| SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Customer relations. |
| 9 (RLIN) |
286 |
| SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Industrial management. |
| 9 (RLIN) |
5935 |
| ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Pugh, David G. |
| Fuller form of name |
(David George), |
| Dates associated with a name |
1944- |
| 9 (RLIN) |
5944 |
| EQUIVALENCE OR CROSS-REFERENCE-PERSONAL NAME [LOCAL, CANADA] |
|---|
| Numeration |
TOC |
| ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
Dewey Decimal Classification |
| Item type |
Books |
