MARC ayrıntıları
| 000 -LEADER |
|---|
| fixed length control field |
02384nam a2200349 i 4500 |
| 001 - CONTROL NUMBER |
|---|
| control field |
6667 |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20250411155645.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
940429s1993 txua b 001 0 eng d |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER |
|---|
| LC control number |
92075903 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
0030327695 |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
NEB |
| Transcribing agency |
DLC |
| Modifying agency |
WaOLN |
| 041 0# - LANGUAGE CODE |
|---|
| Language code of text/sound track or separate title |
eng |
| 049 ## - LOCAL HOLDINGS (OCLC) |
|---|
| Holding library |
BAUN_MERKEZ |
| 050 04 - LIBRARY OF CONGRESS CALL NUMBER |
|---|
| Classification number |
HF5438.25 |
| Item number |
.O24 1993 |
| 082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Edition number |
20 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Oberhaus, Mary Ann |
| 9 (RLIN) |
92166 |
| Relator term |
Author |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
Professional selling : |
| Remainder of title |
a relationship process / |
| Statement of responsibility, etc |
Mary Ann Oberhaus, Sharon A. Ratliffe, Vernon R. Stauble |
| 264 #1 - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE |
|---|
| Place of production, publication, distribution, manufacture |
Fort Worth, Tex. : |
| Name of producer, publisher, distributor, manufacturer |
Dryden Press, |
| Date of production, publication, distribution, manufacture, or copyright notice |
[1993] |
|
|---|
| Date of production, publication, distribution, manufacture, or copyright notice |
©1993 |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
xv, 695 pages : |
| Other physical details |
illustrations (some color) ; |
| Dimensions |
26 cm |
| 336 ## - CONTENT TYPE |
|---|
| Content Type Term |
text |
| Content Type Code |
txt |
| Source |
rdacontent |
| 337 ## - MEDIA TYPE |
|---|
| Media Type Term |
unmediated |
| Media Type Code |
unmediated |
| Source |
rdamedia |
| 338 ## - CARRIER TYPE |
|---|
| Carrier Type Term |
volume |
| Carrier Type Code |
volume |
| Source |
rdacarrier |
| 490 1# - SERIES STATEMENT |
|---|
| Series statement |
The Dryden Press series in marketing |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
|---|
| Bibliography, etc |
Includes bibliographical references and index |
| 505 00 - FORMATTED CONTENTS NOTE |
|---|
| Title |
-- Contents |
| -- |
Preface |
| -- |
Pt. 1 Twenty-First Century Sales Horizons |
| -- |
Ch. 1 Professional Selling - Its Importance and Perspectives |
| -- |
Ch. 2 Professional Selling Through Relational Communication |
| -- |
Ch. 3 Ethical, Legal, and Cultural Issues in Professional Selling |
| -- |
Pt. 2 The Salesperson and the Profession |
| -- |
Ch. 4 Understanding Yourself and Communicating a Positive Sales Image |
| -- |
Ch. 5 Know Your Industry, Company, Products, and Competition |
| -- |
Pt. 3 From Prospect to Client |
| -- |
Ch. 6 Identifying High Potential Prospects |
| -- |
Ch. 7 Understanding Buying Behavior and the Buying Process |
| -- |
Ch. 8 The Importance of Communication in Creating a Positive Buying Climate |
| -- |
Ch. 9 Listening - The Key to Effective Selling |
| -- |
Pt. 4 Anatomy of the Selling Process |
| -- |
Ch. 10 Opening the Interview - Developing Verbal and Nonverbal Rapport |
| -- |
Ch. 11 Probing for Buying Needs |
| -- |
Ch. 12 Preparing the Sales Presentation |
| -- |
Ch. 13 Delivering the Sales Presentation |
| -- |
Ch. 14 Managing Buying Resistance |
| -- |
Ch. 15 Closing and Taking Leave of the Interview |
| -- |
Ch. 16 Servicing the Account |
| -- |
Pt. 5 Staying Alive - Methods of Maintaining a Professional Sales Career |
| -- |
Ch. 17 Telemarketing, Technology, and Communications Systems |
| -- |
Ch. 18 Managing Self, Time, and Territory |
| -- |
Ch. 19 Sales Management |
| -- |
Ch. 20 Career Management |
| -- |
Glossary |
| -- |
Index |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Selling |
| 9 (RLIN) |
2029 |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Ratliffe, Sharon A |
| Relator term |
Author |
|
|---|
| Personal name |
Stauble, Vernon R |
| Relator term |
Author |
| 830 #0 - SERIES ADDED ENTRY--UNIFORM TITLE |
|---|
| 9 (RLIN) |
109929 |
| Uniform title |
Dryden Press series in marketing. |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
Library of Congress Classification |
| Koha item type |
Kitap |
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