MARC details
| 000 -LEADER |
|---|
| fixed length control field |
03054cam a22003374i 4500 |
| 001 - CONTROL NUMBER |
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| control field |
13742801 |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
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| control field |
20210328113347.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
041006s2006 maua b 001 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
0072962100 (alk. paper) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
0072962151 (CDROM) |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
DLC |
| Transcribing agency |
DLC |
| Modifying agency |
FUE |
| Description conventions |
rda |
| 082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
658.85 |
| Edition number |
22 |
| Item number |
F.C.F |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Futrell, Charles. |
| 9 (RLIN) |
12273 |
| Relator term |
author |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
Fundamentals of selling : |
| Remainder of title |
customers for life through service / |
| Statement of responsibility, etc |
Charles M. Futrell. |
| 250 ## - EDITION STATEMENT |
|---|
| Edition statement |
Ninth edition |
| 264 #1 - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Place of publication, distribution, etc |
Boston, Mass. : |
| Name of publisher, distributor, etc |
McGraw-Hill/Irwin, |
| Date of publication, distribution, etc |
2006. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
xxv, 658 pages : |
| Other physical details |
illustrations ; |
| Dimensions |
26 cm + |
| Accompanying material |
1 CD-ROM (4 3/4 in.) |
| 336 ## - CONTENT TYPE |
|---|
| Source |
rdacontent |
| Content type term |
text |
| 337 ## - MEDIA TYPE |
|---|
| Source |
rdamedia |
| Media type term |
unmediated |
| 338 ## - CARRIER TYPE |
|---|
| Source |
rdacarrier |
| Carrier type term |
volume |
| 440 #0 - SERIES STATEMENT/ADDED ENTRY--TITLE |
|---|
| Title |
McGraw-Hill/Irwin series in marketing |
| 9 (RLIN) |
12274 |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
|---|
| Bibliography, etc |
Includes bibliographical references (p. 639-643) and index. |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Part I : Selling as a profession --<br/>The life, times, and career of the professional salesperson --<br/>Relationship marketing : where personal selling fits --<br/>Ethics first : then customer relationships --<br/>Part II : Preparation for relationship selling --<br/>The psychology of selling : why people buy --<br/>Communication for relationship building : it's not all talk --<br/>Sales knowledge : customers, products, technologies --<br/>Part III : The relationship selling process --<br/>Prospecting : the lifeblood of selling --<br/>Planning the sales call is a must! --<br/>Carefully select which sales presentation method to use --<br/>Begin your presentation strategically --<br/>Elements of a great sales presentation --<br/>Welcome your prospect's objections --<br/>Closing begins the relationship --<br/>Service and follow-up for customer retention --<br/>Part IV : Managing yourself, your career, and others --<br/>Time, territory, and self-management : keys to success --<br/>Planning, staffing, and training successful salespeople --<br/>Motivation, compensation, leadership, and evaluation of salespeople. |
| 520 ## - SUMMARY, ETC. |
|---|
| Summary, etc |
FUNDAMENTALS OF SELLING: Customers For Life Through Service, 8e is one of McGraw-Hill’s best-selling texts in the Selling discipline. Its approach is classic and practical and emphasizes role-play. FUNDAMENTALS, written by a salesperson turned teacher, draws widely from Charles Futrell’s experience as a sales professional rather than from a staid theoretical perspective. The text is filled with practical tips and business-examples gleaned from years of experience in sales with Colgate, Upjohn, and Ayerst and from the author’s sales consulting business. Charles Futrell focuses on improving communication skills and emphasizes that no matter what career a student pursues, selling skills are a valuable asset. |
| 538 ## - SYSTEM DETAILS NOTE |
|---|
| System details note |
System requirements for accompanying CD-ROM: 133MHz IBM-compatible PC; Windows 98/Me/NT4/2000/XP. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Selling. |
| 9 (RLIN) |
12275 |
| 906 ## - LOCAL DATA ELEMENT F, LDF (RLIN) |
|---|
| a |
7 |
| b |
cbc |
| c |
orignew |
| d |
1 |
| e |
ocip |
| f |
20 |
| g |
y-gencatlg |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
Dewey Decimal Classification |
| Koha item type |
Books |