Customer centric selling / (Record no. 7780)

MARC details
000 -LEADER
fixed length control field 01701nam a2200277 a 4500
001 - CONTROL NUMBER
control field 13281820
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
fixed length control field 090602r2004 nyua 001 0 eng d
010 ## - LIBRARY OF CONGRESS CONTROL NUMBER
LC control number \\2003016375
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 0071425454 (alk. paper)
International Standard Book Number 0070598118
040 ## - CATALOGING SOURCE
Original cataloging agency DLC
Transcribing agency DLC
Modifying agency DLC
-- BD-DhAAL
082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER
Classification number 658.85
Edition number 22
999 ## - SYSTEM CONTROL NUMBERS (KOHA)
Koha biblionumber 7780
100 1# - MAIN ENTRY--PERSONAL NAME
Personal name Bosworth, Michael T.
245 10 - TITLE STATEMENT
Title Customer centric selling /
Statement of responsibility, etc Michael T. Bosworth, John R. Holland.
260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT)
Place of publication, distribution, etc New York :
Name of publisher, distributor, etc McGraw-Hill ;
Place of publication, distribution, etc New Delhi,India :
Name of publisher, distributor, etc Tata McGraw-Hill,
Date of publication, distribution, etc c2004 [reprinted 2004].
300 ## - PHYSICAL DESCRIPTION
Extent xiv, 258 p. :
Other physical details ill. ;
Dimensions 25 cm.
504 ## - BIBLIOGRAPHY, ETC. NOTE
Bibliography, etc Includes index.
505 0# - FORMATTED CONTENTS NOTE
Formatted contents note Acknowledgments -- What is customer-centric selling? -- Opinions--the fuel that drives corporations -- Success without sales-ready messaging -- Core concepts of customercentric selling -- Defining the sales process -- Integrating the sales and marketing processes -- Features versus customer usage -- Creating sales-ready messaging -- Marketing's role in demand creation -- Business development : the hardest part of a salesperson's job -- Developing buyer vision through sales-ready messaging -- Qualifying buyers -- Negotiating and managing a sequence of events -- Negotiation : the final hurdle -- Proactively managing sales pipelines and funnels -- Assessing and developing salespeople -- Driving revenue via channels -- From the classroom to the boardroom.
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element Selling.
Topical term or geographic name as entry element Sales Management.
Topical term or geographic name as entry element Marketing.
700 1# - ADDED ENTRY--PERSONAL NAME
Personal name Holland, John.
Holdings
Withdrawn status Lost status Source of classification or shelving scheme Damaged status Not for loan Home library Current library Shelving location Date acquired Cost, normal purchase price Total Checkouts Full call number Barcode Date last seen Copy number Price effective from Koha item type
    Dewey Decimal Classification     Ayesha Abed Library Ayesha Abed Library General Stacks 16/03/2010 567.00   658.85 BOS 3010013322 16/03/2010 1 16/03/2010 Book