Balıkesir Üniversitesi
Kütüphane ve Dokümantasyon Daire Başkanlığı

The SPIN® fieldbook : (Kayıt no. 68156)

MARC ayrıntıları
000 -LEADER
fixed length control field 01389nam a2200325 i 4500
001 - CONTROL NUMBER
control field 57389
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
fixed length control field 960326s1996 nyua f 001 0 eng
010 ## - LIBRARY OF CONGRESS CONTROL NUMBER
LC control number 96007902
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 0070522359
Qualifying information pbk. : acid-free paper
035 ## - SYSTEM CONTROL NUMBER
System control number (OCoLC)
040 ## - CATALOGING SOURCE
Original cataloging agency DLC
Transcribing agency DLC
Language of cataloging eng
Description conventions rda
049 ## - LOCAL HOLDINGS (OCLC)
Holding library BAUN_MERKEZ
050 00 - LIBRARY OF CONGRESS CALL NUMBER
Classification number HF5438.25
Item number .R343 1996
Classification number HF5438.25
Item number .R343 1996
082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER
Edition number 20
100 1# - MAIN ENTRY--PERSONAL NAME
Personal name Rackham, Neil
245 14 - TITLE STATEMENT
Title The SPIN® fieldbook :
Remainder of title practical tools, methods, exercise, and resources /
Statement of responsibility, etc Neil Rackham
246 3# - VARYING FORM OF TITLE
Title proper/short title Spin selling fieldbook
264 #1 - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE
Place of production, publication, distribution, manufacture New York :
Name of producer, publisher, distributor, manufacturer McGraw-Hill,
Date of production, publication, distribution, manufacture, or copyright notice [1996]
Date of production, publication, distribution, manufacture, or copyright notice ©1996
300 ## - PHYSICAL DESCRIPTION
Extent xii, 206 pages :
Other physical details illustrations ;
Dimensions 24 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
500 ## - GENERAL NOTE
General note Includes index
505 00 - FORMATTED CONTENTS NOTE
Title Contents
-- Introduction
-- 1 Using the SPIN Fieldbook
-- 2 Instant SPIN Model
-- 3 Check It Out!
-- 4 Four Stages of a Sales Call
-- 5 Putting SPIN to Work
-- 6 Focusing on Buyer Needs
-- 7 Situation Questions
-- 8 Problem Questions
-- 9 Implication Questions
-- 10 Need-payoff Questions
-- 11 Demonstrating Capability
-- 12 Sharpening Your Skills
-- 13 Getting Help and Helping Others
-- SPIN Forms
-- Index
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element Selling
General subdivision Handbooks, manuals, etc
Topical term or geographic name as entry element Sales promotion
General subdivision Handbooks, manuals, etc
942 ## - ADDED ENTRY ELEMENTS (KOHA)
Source of classification or shelving scheme Library of Congress Classification
Koha item type Kitap
Mevcut
Withdrawn status Lost status Source of classification or shelving scheme Damaged status Not for loan Collection code Home library Current library Shelving location Date acquired Source of acquisition Inventory number Full call number Barcode Date last seen Price effective from Koha item type
    Library of Congress Classification     Non-fiction Mehmet Akif Ersoy Merkez Kütüphanesi Mehmet Akif Ersoy Merkez Kütüphanesi Genel Koleksiyon 02/04/2021 Bağış 255.07.02.01.06- HF5438.25 .R343 1996 057389 02/04/2021 02/04/2021 Kitap
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