| 000 -LEADER |
|---|
| fixed length control field |
01895cam a22004217i 4500 |
| 001 - CN |
|---|
| control field |
18887576 |
| 003 - CONTROL NUMBER IDENTIFIER |
|---|
| control field |
OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20200916121019.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
151208t20202015maua b 001 0 eng d |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER |
|---|
| LC control number |
2020959492 |
| 015 ## - NATIONAL BIBLIOGRAPHY NUMBER |
|---|
| National bibliography number |
GBB626957 |
| Source |
bnb |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9781337407939 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| Cancelled/invalid ISBN |
9781305662087 (Student edition ; pbk.) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
1305662091 |
| 035 ## - SYSTEM CONTROL NUMBER |
|---|
| System control number |
(OCoLC)ocn953852568 |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
NLE |
| Language of cataloging |
eng |
| Transcribing agency |
NLE |
| Description conventions |
rda |
| Modifying agency |
OCLCF |
| -- |
IBS |
| -- |
OCLCQ |
| -- |
OCLCO |
| -- |
DLC |
| 042 ## - AUTHENTICATION CODE |
|---|
| Authentication code |
lccopycat |
| 050 00 - LIBRARY OF CONGRESS CALL NUMBER |
|---|
| Classification number |
HF5438.25 |
| Item number |
.I5 2020 |
| 082 04 - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
658.85 |
| Edition number |
23 |
| Item number |
I T S |
| 092 ## - LOCALLY ASSIGNED DEWEY CALL NUMBER (OCLC) |
|---|
| Edition number |
658.85 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Ingram, Thomas N., |
| Relator term |
author. |
| 9 (RLIN) |
28543 |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
Sell 6 : |
| Remainder of title |
trust-based professional selling / |
| Statement of responsibility, etc |
Thomas N. Ingram, Raymond W. LaForge, Ramon A. Avila, Charles H. Schwepker, Michael R. Williams. |
| 246 3# - VARYING FORM OF TITLE |
|---|
| Title proper/short title |
Sell five |
| 250 ## - EDITION STATEMENT |
|---|
| Edition statement |
Student edition. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
1 volume (various paging) : |
| Other physical details |
illustrations (chiefly color) ; |
| Dimensions |
28 cm + |
| Accompanying material |
1 Internet access card |
| 500 ## - GENERAL NOTE |
|---|
| General note |
Cover title. |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
|---|
| Bibliography, etc |
Includes bibliographical references (pages 244-246) and index. |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Overview of personal selling -- Building trust and sales ethics -- Understanding buyers -- Communication skills -- Strategic prospecting and preparing for sales dialogue -- Planning sales dialogues and presentations -- Sales dialogue : creating and communicating value -- Addressing concerns and earning commitment -- Expanding customer relationships -- Adding value : self-leadership and teamwork. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Selling. |
| 9 (RLIN) |
28544 |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Selling. |
| Source of heading or term |
fast |
| 9 (RLIN) |
28545 |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
LaForge, Raymond W., |
| Relator term |
author. |
| 9 (RLIN) |
28546 |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Avila, Ramon A., |
| Dates associated with a name |
1955- |
| Relator term |
author. |
| 9 (RLIN) |
28547 |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Schwepker, Charles H., |
| Titles and other words associated with a name |
Jr., |
| Relator term |
author. |
| 9 (RLIN) |
28548 |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Williams, Michael R., |
| Relator term |
author. |
| 9 (RLIN) |
28549 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
|
| Koha item type |
كتاب |