MARC details
| 000 -LEADER |
|---|
| fixed length control field |
01792cam a22002895a 4500 |
| 001 - CONTROL NUMBER |
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| control field |
17296573 |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
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| control field |
20180326122032.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
120514t2013 nyu fr 001 0 eng d |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER |
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| LC control number |
2012017452 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
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| International Standard Book Number |
9780814431771 |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
DLC |
| Language of cataloging |
eng |
| Transcribing agency |
DLC |
| Modifying agency |
EG-ScBUE |
| 082 04 - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
658.85 |
| Item number |
WEI |
| Edition number |
22 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Weinberg, Mike, |
| Dates associated with a name |
1967- |
| 9 (RLIN) |
39981 |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
New sales : |
| Remainder of title |
simplified : the essential handbook for prospecting and new business development / |
| Statement of responsibility, etc |
by Mike Weinberg ; foreword by S. Anthony Iannarino. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Place of publication, distribution, etc |
New York : |
| Name of publisher, distributor, etc |
American Management Association, |
| Date of publication, distribution, etc |
c.2013. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
xx, 220 p. ; |
| Dimensions |
24 cm. |
| 500 ## - GENERAL NOTE |
|---|
| General note |
Includes index. |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Foreword / by S. Anthony Iannarino -- Introduction -- Sales simplified and a dose of blunt truth -- The groundwork for a simple sales model -- The "not-so-sweet 16" reasons salespeople fail at new business development -- The company's responsibility for sales success -- A simple framework for developing new business -- Selecting targets : first for a reason -- Our sales weapons : what's in the arsenal? -- Your most important sales weapon -- Sharpening your sales story -- Your friend the phone -- Mentally preparing for the face-to-face sales call -- Structuring winning sales calls -- Preventing the buyer's reflex resistance to salespeople -- I thought I was supposed to make a presentation -- Planning and executing the attack -- Rants, raves, and reflections -- New business development selling is not complicated -- Index. |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Selling. |
| Source of heading or term |
BUEsh |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Business planning. |
| Source of heading or term |
BUEsh |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
New business enterprises. |
| Source of heading or term |
BUEsh |
| 651 ## - SUBJECT ADDED ENTRY--GEOGRAPHIC NAME |
|---|
| Source of heading or term |
BUEsh |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Resource For college |
BAEPS, Business Administration |
| Arrived date list |
March2018 |
| 655 ## - INDEX TERM--GENRE/FORM |
|---|
| Form subdivision |
Reading book |
| -- |
34232 |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Iannarino, S. Anthony, |
| Relator term |
author of introduction, etc. |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
Dewey Decimal Classification |
| 952 ## - LOCATION AND ITEM INFORMATION (KOHA) |
|---|
| -- |
2018-03-26 |
| 952 ## - LOCATION AND ITEM INFORMATION (KOHA) |
|---|
| -- |
2018-03-26 |
| 952 ## - LOCATION AND ITEM INFORMATION (KOHA) |
|---|
| -- |
2018-03-26 |