Selling today : (Record no. 6688)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01794nam a2200217Ia 4500 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| ISBN | 8131706842 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| ISBN | 9788131706548 |
| 041 ## - LANGUAGE CODE | |
| Language code of text/sound track or separate title | English |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.81 |
| Item number | MAN |
| 100 ## - MAIN ENTRY--AUTHOR NAME | |
| Author name | Manning, Gerald L. |
| 245 #0 - TITLE STATEMENT | |
| Title | Selling today : |
| Sub Title | creating customer value / |
| Statement of responsibility, etc | Gerald L. Manning, Barry L. Reece |
| 250 ## - EDITION STATEMENT | |
| Edition statement | 9th ed. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Place of publication | New Delhi : |
| Name of publisher | Prentice Hall, |
| Year of publication | 2007. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Number of Pages | xxix, 527 p. : |
| Other physical details | illustrations (some color), color portraits ; |
| Dimensions | 25cm |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE | |
| Bibliography, etc | Includes bibliographical references and indexes. |
| 505 ## - FORMATTED CONTENTS NOTE | |
| Formatted contents note | I. DEVELOPING A PERSONAL SELLING PHILOSOPHY. 1. Personal Selling and the Marketing Concept. 2. Personal Selling Opportunities in the Age of Information. II. DEVELOPING A RELATIONSHIP STRATEGY. 3. Creating Value with a Relationship Strategy. 4. Ethics-The Foundation for Relationships in Selling. III. DEVELOPING A PRODUCT STRATEGY. 5. Creating Product Solutions. 6. Product-Selling Strategies that Add Value. IV. DEVELOPING A CUSTOMER STRATEGY. 7. Understanding Buyer Behavior. 8. Developing a Prospect Base. V. DEVELOPING A PRESENTATION STRATEGY. 9. Approaching the Customer. 10. Creating the Consultative Sales Presentation. 11. Custom Fitting the Sales Demonstration. 12. Negotiating Buyer Concerns. 13. Closing the Sale and Confirming the Partnership. 14. Servicing the Sale and Building the Partnership. VI. MANAGEMENT OF SELF AND OTHERS. 15. Management of Self: The Key to Greater Sales Productivity. 16. Communication Styles: Managing the Relationship Process. 17. Management of the Sales Force. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc | For courses in Introduction to Sales. This text offers students a blend of time-proven fundamentals and new practices needed to succeed in the information economy. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Subject | Selling. |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Author 2/ Editor | Reece, Gerald L. |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Koha item type | Books |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Home library | Current library | Shelving location | Date acquired | Full call number | Accession Number | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Dewey Decimal Classification | Institute of Public Enterprise, Library | Institute of Public Enterprise, Library | O U Campus | 08/24/2010 | 658.81 MAN | 35829 | 06/08/2020 | Books | ||||
| Dewey Decimal Classification | Institute of Public Enterprise, Library | Institute of Public Enterprise, Library | S Campus | 08/24/2010 | 658.81 MAN.S | 35830 | 06/08/2020 | Books | ||||
| Dewey Decimal Classification | Institute of Public Enterprise, Library | Institute of Public Enterprise, Library | S Campus | 08/24/2010 | 658.81 MAN.S | 35831 | 06/08/2020 | Books | ||||
| Dewey Decimal Classification | Institute of Public Enterprise, Library | Institute of Public Enterprise, Library | S Campus | 08/24/2010 | 658.81 MAN.S | 35832 | 06/08/2020 | Books | ||||
| Dewey Decimal Classification | Institute of Public Enterprise, Library | Institute of Public Enterprise, Library | S Campus | 08/24/2010 | 658.81 MAN.S | 35833 | 06/08/2020 | Books |
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