000 -LEADER |
fixed length control field |
01977cam a2200409 a 4500 |
001 - CONTROL NUMBER |
control field |
4942804 |
003 - CONTROL NUMBER IDENTIFIER |
control field |
OSt |
005 - DATE AND TIME OF LATEST TRANSACTION |
control field |
20160516183626.0 |
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
fixed length control field |
960326s1996 nyua f 001 0 eng |
010 ## - LIBRARY OF CONGRESS CONTROL NUMBER |
LC control number |
96007902 |
020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
International Standard Book Number |
0070522359 [paperback] |
040 ## - CATALOGING SOURCE |
Original cataloging agency |
DLC |
Transcribing agency |
DLC |
Modifying agency |
DLC |
082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER |
Edition number |
20 |
100 1# - MAIN ENTRY--PERSONAL NAME |
Personal name |
Rackham, Neil. |
245 14 - TITLE STATEMENT |
Title |
The spin selling fieldbook : |
Remainder of title |
practical tools, methods, exercise, and resources / |
Statement of responsibility, etc |
Neil Rackham. |
260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
Place of publication, distribution, etc |
New York : |
Name of publisher, distributor, etc |
McGraw-Hill, |
Date of publication, distribution, etc |
c1996. |
300 ## - PHYSICAL DESCRIPTION |
Extent |
xii, 206 pages : |
Other physical details |
illustration ; |
Dimensions |
24 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 index. |
505 ## - FORMATTED CONTENTS NOTE |
Formatted contents note |
Contents: 1 Using the spin fieldbook -- 2 Instant spin model -- 3 Check it out! -- 4 Four stages of a sales call -- 5 Putting spin to work -- 6 Focusing on buyer needs -- 7 Situation Questions -- 8 Problem questions -- 9 Implication questions --10 Need-payoff questions -- 11 Demonstrating capability -- 12 Sharpening your skills -- 13 Getting help and helping others. |
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 |
General subdivision |
Handbooks, manuals, etc. |
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
Topical term or geographic name as entry element |
Sales promotion |
General subdivision |
Handbooks, manuals, etc. |
856 42 - ELECTRONIC LOCATION AND ACCESS |
Materials specified |
Publisher description |
Uniform Resource Identifier |
http://www.loc.gov/catdir/description/mh022/96007902.html |
856 41 - ELECTRONIC LOCATION AND ACCESS |
Materials specified |
Table of contents |
Uniform Resource Identifier |
http://www.loc.gov/catdir/toc/mh022/96007902.html |
856 42 - ELECTRONIC LOCATION AND ACCESS |
Materials specified |
Contributor biographical information |
Uniform Resource Identifier |
http://www.loc.gov/catdir/enhancements/fy0739/96007902-b.html |
906 ## - LOCAL DATA ELEMENT F, LDF (RLIN) |
a |
7 |
b |
cbc |
c |
orignew |
d |
1 |
e |
ocip |
f |
19 |
g |
y-gencatlg |
942 ## - ADDED ENTRY ELEMENTS (KOHA) |
Source of classification or shelving scheme |
|
Type of record |
Book |
998 ## - LOCAL CONTROL INFORMATION (RLIN) |
Encoded by |
Ella[new] |
Date encoded |
03/30/2016 |
998 ## - LOCAL CONTROL INFORMATION (RLIN) |
Encoded by |
Aillen[checked] |
Date encoded |
05/16/2016 |
998 ## - LOCAL CONTROL INFORMATION (RLIN) |
Encoded by |
Sharyn[checked] |
Date encoded |
05/16/2016 |