Fundamentals of selling : (Record no. 7512)

000 -LEADER
fixed length control field 03690cam a2200361 i 4500
001 - CONTROL NUMBER
control field 2012051445
003 - CONTROL NUMBER IDENTIFIER
control field local
005 - DATE AND TIME OF LATEST TRANSACTION
control field 20170217141350.0
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
fixed length control field 130129s2014 nyua b 001 0 eng
010 ## - LIBRARY OF CONGRESS CONTROL NUMBER
LC control number 2012051445
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 9780077861018 (hardback : alk. paper)
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 0077861019 (alk. paper)
040 ## - CATALOGING SOURCE
Original cataloging agency DLC
Language of cataloging eng
Description conventions rda
Transcribing agency DLC
Modifying agency OCLCQ
-- YDXCP
042 ## - AUTHENTICATION CODE
Authentication code pcc
050 00 - LIBRARY OF CONGRESS CALL NUMBER
Classification number HF5438.25
Item number F87 2014
082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER
Classification number 658.85
Edition number 23
084 ## - OTHER CLASSIFICATION NUMBER
Classification number BUS058000
Source of number bisacsh
100 1# - MAIN ENTRY--PERSONAL NAME
Personal name Futrell, Charles.
Authority record control number (local)33206
245 10 - TITLE STATEMENT
Title Fundamentals of selling :
Remainder of title customers for life through service /
Statement of responsibility, etc Charles M. Futrell, Texas A & M University.
250 ## - EDITION STATEMENT
Edition statement Thirteenth edition.
260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT)
Place of publication, distribution, etc New York, NY :
Name of publisher, distributor, etc McGraw-Hill/Irwin,
Date of publication, distribution, etc [2014]
300 ## - PHYSICAL DESCRIPTION
Extent xxxvi, 630 pages :
Other physical details illustrations ;
Dimensions 27 cm
336 ## - CONTENT TYPE
Content type term text
Content type code txt
Source rdacontent
337 ## - MEDIA TYPE
Media type term unmediated
Media type code n
Source rdamedia
338 ## - CARRIER TYPE
Carrier type term volume
Carrier type code nc
Source rdacarrier
504 ## - BIBLIOGRAPHY, ETC. NOTE
Bibliography, etc Includes bibliographical references (pages 603-607) and index.
505 8# - FORMATTED CONTENTS NOTE
Formatted contents note Machine generated contents note: Part 1: Selling as a Profession Chapter 1: The Life, Times, and Career of the Professional SalespersonChapter 2: Relationship Marketing: Where Personal Selling FitsChapter 3: Ethics First ... Then Customer RelationshipsPart 2: Preparation for Relationship Selling Chapter 4: The Psychology of Selling: Why People BuyChapter 5: Communication for Relationship Building: It's Not All TalkChapter 6: Sales Knowledge: Customers, Products, TechnologiesPart 3: The Relationship Selling Process Chapter 7: Prospecting -- The Lifeblood of SellingChapter 8: Planning the Sales Call Is a MustChapter 9: Carefully Select Which Sales Presentation Method to UseChapter 10: Begin Your Presentation StrategicallyChapter 11: Elements of a Great Sales PresentationChapter 12: Welcome Your Prospect's ObjectionsChapter 13: Closing Begins the RelationshipChapter 14: Service and Follow-Up for Customer RetentionPart 4: Managing Yourself, Your Career, and OthersChapter 15: Time, Territory, and Self-Management: Keys to SuccessChapter 16: Planning, Staffing, and Training Successful SalespeopleChapter 17: Motivation, Compensation, Leadership, and Evaluation of SalespeopleAppendix A: Sales Call Role-PlaysAppendix B: Personal Selling Experiential ExercisesAppendix C: Comprehensive Sales CasesAppendix D: Selling Globally.
520 ## - SUMMARY, ETC.
Summary, etc "Fundamentals of Selling, 13e trains readers on a detailed, yet broad, step-by-step selling process that is universal in nature. Numerous sales personnel in the industry today have commented on how this market-leading textbook reflects what they do on sales calls with prospects and customers. The goal of Fundamentals of Selling has always been to demonstrate to students the order of steps within the selling process; provide numerous examples of what should be in each step; and show how the steps within the selling process interact with one another. Combined with up-to-date content and a strong ethical focus, the 13th edition of Fundamentals of Selling teaches sales the way a mentor would: with a strong, practical focus that puts the customer first"--
Assigning source Provided by publisher.
520 ## - SUMMARY, ETC.
Summary, etc "Welcome to the Thirteenth Edition of Fundamentals of Selling A megatrend in today's business world involves going to extreme efforts to meet consumer needs. Organizations cannot afford to lose customers. It is always easier to sell to a satisfied customer than an unsatisfied one. The cost of acquiring a new customer is higher than keeping a present customer."--
Assigning source Provided by publisher.
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element Selling.
Authority record control number (local)29854
650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element BUSINESS & ECONOMICS
General subdivision Sales & Selling.
Source of heading or term bisacsh
Authority record control number (local)33968
942 ## - ADDED ENTRY ELEMENTS (KOHA)
Source of classification or shelving scheme
Koha item type Book
Holdings
Damaged status Barcode Source of classification or shelving scheme Current Location Koha item type Date acquired Lost status Not for loan Permanent Location Date last seen Price effective from Full call number Source of acquisition Shelving location
 00009347 Lee Yan Fong LibraryBook2013-07-01  Lee Yan Fong Library2013-07-102013-07-10HF5438.25 F87 2014YBP Library ServicesLibrary Collection
Hong Kong Nang Yan College of Higher Education
Lee Yan Fong Library
325-329 Lai Chi Kok Road, Shamshuipo, Kowloon, HONG KONG