| 000 -LEADER |
|---|
| fixed length control field |
02643cam a22004094a 4500 |
| 001 - CONTROL NUMBER |
|---|
| control field |
12902199 |
| 003 - CONTROL NUMBER IDENTIFIER |
|---|
| control field |
OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20150926191816.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
020821s2003 njua b 001 0 eng |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER |
|---|
| LC control number |
2002013631 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
0471289132 [paperback] |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
DLC |
| Transcribing agency |
University of Cebu - Banilad |
| Modifying agency |
DLC |
| 042 ## - AUTHENTICATION CODE |
|---|
| Authentication code |
pcc |
| 082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Edition number |
21 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Hopkins, Tom. |
| 245 14 - TITLE STATEMENT |
|---|
| Title |
The certifiable salesperson : |
| Remainder of title |
the ultimate guide to help any salesperson go crazy with unprecedented sales! / |
| Statement of responsibility, etc |
Tom Hopkins, Laura Laaman. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Place of publication, distribution, etc |
Hoboken, N.J : |
| Name of publisher, distributor, etc |
Wiley, |
| Date of publication, distribution, etc |
c2003 |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
ix, 165 pages : |
| Other physical details |
illustrations ; |
| Dimensions |
23 cm. |
| 336 ## - CONTENT TYPE |
|---|
| Source |
rdacontent |
| Content type term |
text |
| 337 ## - MEDIA TYPE |
|---|
| Source |
rdamedia |
| Media type term |
unmediated |
| 338 ## - CARRIER TYPE |
|---|
| Source |
rdacarrier |
| Carrier type |
volume |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
|---|
| Bibliography, etc |
Includes bibliographical references (p. [157]-158) and index. |
| 505 ## - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Contents: Lesson 1 The mind and body of a great salesperson -- Lesson 2 Discipline of a top salesperson -- Lesson 3 The likeability of a great salesperson -- Lesson 4 The voice of a great salesperson -- Lesson 5 The image of a great salesperson -- Lesson 6 The need for and art of friendly control -- Lesson 7 Understanding different personalities -- Lesson 8 Using your instinct to read others -- Lesson 9 Anatomy of a sales -- Lesson 10 Networking -- Lesson 11 Getting as many appointments as possible -- Lesson 12 Overcoming the fear of rejection -- Lesson 13 Great greetings -- Lesson 14 Qualifying -- Lesson 15 Shutting down the competition -- Lesson 16 Powerful presentation -- Lesson 17 Objection prevention -- Lesson 18 Commandments of closing -- Lesson 19 Overcoming final objections -- Lesson 20 Facts and fears of follow-up -- Lesson 21 The competitive advantage of referrals -- Lesson 22 The vision of a great salesperson: goals -- Lesson 23 Time planning -- Lesson 24 Self-analysis of great saleperson |
| 541 ## - IMMEDIATE SOURCE OF ACQUISITION NOTE |
|---|
| 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. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Sales personnel. |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Laaman, Laura L., |
| Dates associated with a name |
1965- |
| 856 42 - ELECTRONIC LOCATION AND ACCESS |
|---|
| Materials specified |
Contributor biographical information |
| Uniform Resource Identifier |
http://www.loc.gov/catdir/bios/wiley045/2002013631.html |
| 856 42 - ELECTRONIC LOCATION AND ACCESS |
|---|
| Materials specified |
Publisher description |
| Uniform Resource Identifier |
http://www.loc.gov/catdir/description/wiley038/2002013631.html |
| 856 41 - ELECTRONIC LOCATION AND ACCESS |
|---|
| Materials specified |
Table of contents |
| Uniform Resource Identifier |
http://www.loc.gov/catdir/toc/wiley031/2002013631.html |
| 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 |
Girlie[new] |
| Date encoded |
09/23/2015 |
