| 000 -LEADER |
|---|
| fixed length control field |
02726cam a2200397 a 4500 |
| 001 - CONTROL NUMBER |
|---|
| control field |
16456454 |
| 003 - CONTROL NUMBER IDENTIFIER |
|---|
| control field |
OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20170103175000.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
100913s2012 njua b 001 0 eng |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER |
|---|
| LC control number |
2010039053 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9789810696672 [newsprint] |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
DLC |
| Transcribing agency |
DLC |
| Modifying agency |
YDX |
| -- |
YDXCP |
| -- |
BWX |
| -- |
CDX |
| -- |
DLC |
| 082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Edition number |
22 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Manning, Gerald L. |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
Selling today : |
| Remainder of title |
partnering to create value / |
| Statement of responsibility, etc |
Gerald L. Manning, Michael Ahearne, Barry L. Reece |
| 250 ## - EDITION STATEMENT |
|---|
| Edition statement |
Twelfth edition ; International edition |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Place of publication, distribution, etc |
Boston : |
| Name of publisher, distributor, etc |
Pearson Prentice Hall, |
| Date of publication, distribution, etc |
c2012 |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
xxxi, 512 pages : |
| Other physical details |
illustrations ; |
| 336 ## - CONTENT TYPE |
|---|
| Content type term |
text |
| Source |
rdacontent |
| 337 ## - MEDIA TYPE |
|---|
| Media type term |
unmediated |
| Source |
rdamedia |
| 338 ## - CARRIER TYPE |
|---|
| Carrier type |
volume |
| Source |
rdacarrier |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
|---|
| Bibliography, etc |
Includes appendices, endnotes, glossary and index |
| 505 ## - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Contents: Part 1 Developing a personal selling philosophy; Chapter 1 Relationship selling opportunities in the information economy -- Chapter 2 Evolution of selling models that complement the marketing concept -- Part 2 Developing a relationship strategy; Chapter 3 Creating value with a relationship strategy -- Chapter 4 Communication styles: a key to adaptive selling today -- Chapter 5 Ethics: the foundation for relationships in selling -- Part 3 Developing a product strategy; Chapter 6 Creating product solutions -- Chapter 7 Product-selling strategies that add value -- Part 4 Developing a customer strategy; Chapter 8 The buying process and buyer behavior -- Chapter 9 Developing and qualifying a prospect base -- Part 5 Developing a presentation strategy; Chapter 10 Approaching the customer with adaptive selling -- Chapter 11 Determining customer needs with a consultative questioning strategy -- Chapter 12 Creating value with the consultative presentation -- Chapter 13 Negotiating buyer concerns -- Chapter 14 Adapting the close and confirming the partnership -- Chapter 15 Servicing the sale and building the partnership -- Part 6 Management of self and others; Chapter 16 Opportunity management -- Chapter 17 Management of the sales force |
| 541 ## - IMMEDIATE SOURCE OF ACQUISITION NOTE |
|---|
| Source of acquisition |
NBS-SM |
| Purchase price |
P 805.50 |
| Deans/Chairperson |
|
| Department |
|
| Subject Category |
BSBA-Marketing Management |
| 541 ## - IMMEDIATE SOURCE OF ACQUISITION NOTE |
|---|
| Source of acquisition |
NBS-SM |
| Purchase price |
P 805.50 |
| Deans/Chairperson |
|
| Department |
|
| Subject Category |
BSBA-Marketing Management |
| 546 ## - LANGUAGE NOTE |
|---|
| Language note |
English |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Selling |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Ahearne, Michael |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Reece, Barry L. |
| 906 ## - LOCAL DATA ELEMENT F, LDF (RLIN) |
|---|
| a |
7 |
| b |
cbc |
| c |
orignew |
| d |
1 |
| e |
ecip |
| f |
20 |
| g |
y-gencatlg |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
|
| Type of record |
Reference (MAIN) |
| 998 ## - LOCAL CONTROL INFORMATION (RLIN) |
|---|
| Encoded by |
ida[new] |
| Date encoded |
07/04/2014 |
