| 000 -LEADER |
|---|
| fixed length control field |
02040pam a2200373 a 4500 |
| 001 - CONTROL NUMBER |
|---|
| control field |
547374 |
| 003 - CONTROL NUMBER IDENTIFIER |
|---|
| control field |
OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20170119202743.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
881026s1989 nyua 001 0 eng |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER |
|---|
| LC control number |
88008038 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
0070511144 [hardbound] |
| Terms of availability |
$19.95 |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
DLC |
| Transcribing agency |
DLC |
| Modifying agency |
DLC |
| 082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Edition number |
19 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Rackham, Neil. |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
Major account sales strategy / |
| 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 |
c1989. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
xv, 218 pages : |
| Other physical details |
illustrations ; |
| 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 |
| 500 ## - GENERAL NOTE |
|---|
| General note |
Includes index. |
| 505 ## - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Contents: Preface -- 1. How customers make decisions -- 2. account entry strategy: getting to where it counts -- 3. How to make your customers need you: strategies for the recognition of needs phase -- 4. Influencing the customer's choice: strategies for the evaluation of options phase -- 5. Differentiation and vulnerability: more about competitive strategy -- 6. Overcoming final fears: strategies for the resolution of concerns phase -- 7. Sales negotiation: how to offer concessions and agree to terms -- 8. How to ensure continued success: implementation and account maintenance strategies -- 9. Anatomy of a sales strategy -- Index |
| 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 |
Sales management. |
| 856 41 - ELECTRONIC LOCATION AND ACCESS |
|---|
| Materials specified |
Table of contents |
| Uniform Resource Identifier |
http://www.loc.gov/catdir/toc/mh021/88008038.html |
| 856 42 - ELECTRONIC LOCATION AND ACCESS |
|---|
| Materials specified |
Contributor biographical information |
| Uniform Resource Identifier |
http://www.loc.gov/catdir/enhancements/fy0735/88008038-b.html |
| 856 42 - ELECTRONIC LOCATION AND ACCESS |
|---|
| Materials specified |
Publisher description |
| Uniform Resource Identifier |
http://www.loc.gov/catdir/enhancements/fy1012/88008038-d.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 |
christy[new] |
| Date encoded |
07/24/2014 |
