MARC details
| 000 -LEADER |
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| fixed length control field |
03990cam a2200397 i 4500 |
| 001 - CONTROL NUMBER |
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| control field |
17605945 |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
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| control field |
20160228160006.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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| fixed length control field |
130129s2014 nyua b 001 0 eng |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER |
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| LC control number |
2012051445 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
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| International Standard Book Number |
9781259060557 (hardback : alk. paper) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
125906055 (alk. paper) |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
DLC |
| Language of cataloging |
eng |
| Transcribing agency |
DLC |
| Description conventions |
rda |
| Modifying agency |
DLC |
| 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 |
| Item number |
F.C.F |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Futrell, Charles. |
| 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. |
| 264 #1 - 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 |
| Source |
rdacontent |
| 337 ## - MEDIA TYPE |
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| Media type term |
unmediated |
| Source |
rdamedia |
| 338 ## - CARRIER TYPE |
|---|
| Carrier type term |
volume |
| Source |
rdacarrier |
| 500 ## - GENERAL NOTE |
|---|
| General note |
business bookfair2016 |
| 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. |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
BUSINESS & ECONOMICS / Sales & Selling. |
| Source of heading or term |
bisacsh |
| 856 42 - ELECTRONIC LOCATION AND ACCESS |
|---|
| Materials specified |
Publisher description |
| Uniform Resource Identifier |
<a href="http://www.loc.gov/catdir/enhancements/fy1307/2012051445-d.html">http://www.loc.gov/catdir/enhancements/fy1307/2012051445-d.html</a> |
| 856 41 - ELECTRONIC LOCATION AND ACCESS |
|---|
| Materials specified |
Table of contents only |
| Uniform Resource Identifier |
<a href="http://www.loc.gov/catdir/enhancements/fy1307/2012051445-t.html">http://www.loc.gov/catdir/enhancements/fy1307/2012051445-t.html</a> |
| 906 ## - LOCAL DATA ELEMENT F, LDF (RLIN) |
|---|
| a |
7 |
| b |
cbc |
| c |
orignew |
| d |
1 |
| e |
ecip |
| f |
20 |
| g |
y-gencatlg |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
Dewey Decimal Classification |
| Koha item type |
Books |