Selling: (Record no. 41)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 02534 a2200217 4500 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9780073381084 |
| Qualifying information | hb |
| 037 ## - SOURCE OF ACQUISITION | |
| Form of issue | Asia Foundation - Donation |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Weitz, Barton A. |
| 245 1# - TITLE STATEMENT | |
| Title | Selling: |
| Remainder of title | building partnerships / |
| Statement of responsibility, etc. | Barton A. Weitz, Stephen B. Castleberry and John F. Tanner, Jr. |
| 250 ## - EDITION STATEMENT | |
| Edition statement | Seventh edition |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication, distribution, etc. | New York, NY: |
| Name of publisher, distributor, etc. | McGraw-Hill, |
| Date of publication, distribution, etc. | 2009. |
| 270 ## - ADDRESS | |
| Contact person | Asia Foundation |
| Address | P.O. Box 7072 Domestic Airport Post Office |
| City | Pasay City, Metro Manila |
| Country | Philippines |
| Telephone number | 851 1466 |
| Fax number | 853 0474 |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | xxiii, 481 pages: |
| Other physical details | color illustrations; |
| Size of unit | 26 cm. |
| 500 ## - GENERAL NOTE | |
| General note | Includes glossary and indexes. |
| -- | Weitz, B. A., Castleberry, S. B., & Tanner, J. F. (2009). Selling: Building partnerships. Boston: McGraw-Hill Irwin. |
| 505 ## - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Part 1: The Field of Selling -- Chapter 1: Selling and Salespeople -- Chapter 2: Building Partnering Relationships -- Part 2: Knowledge and Skill Requirements -- Chapter 3: Ethical and Legal Issues in Selling -- Chapter 4: Buying Behavior and the Buying Process -- Chapter 5: Using Communication Principles to Build Relationships -- Chapter 6: Adaptive Selling for Relationship Building -- Part 3: The Partnership Process -- Chapter 7: Prospecting -- Chapter 8: Planning the Sales Call -- Chapter 9: Making the Sales Call -- Chapter 10: Strengthening the Presentation -- Chapter 11: Responding to Objections -- Chapter 12: Obtaining Commitment -- Chapter 13: Formal Negotiating -- Chapter 14: After the Sale: Building Long-Term Partnerships -- Part 4: The Salesperson as Manager -- Chapter 15: Managing Your Time and Territory -- Chapter 16: Managing within your Company -- Chapter 17: Managing our Career -- Role Play Case 1: Stubb's Bar-B-Q -- Role Play Case 2: NetSuite -- Photo Credits -- Endnotes -- Glossary -- Indexes |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | "The new seventh edition of selling: building partnerships includes everything you need to know to become a successful salesperson. The emphasis throughout the text is the need for salespeople to be flexible to adapt their strategies to customer needs, buyer social styles, and relationship needs and strategies. This is followed by a complete discussion of how effective selling and career growth are achieved through planning and continual learning. Through the text's unique role-plays and partnering skills, this market leading textbook remains the most significant text in the market." - From the Book. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Selling. |
| 9 (RLIN) | 16175 |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Castleberry, Stephen C. |
| 9 (RLIN) | 16176 |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Tanner, John F., Jr. |
| 9 (RLIN) | 16177 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Koha item type | BOOKS |
| Source of classification or shelving scheme | Library of Congress Classification |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Home library | Current library | Date acquired | Total Checkouts | Full call number | Barcode | Date last seen | Date last checked out | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Library of Congress Classification | MAIN | MAIN | 08/08/2013 | 1 | HF 5438.25 W2933 2008 | 00107 | 01/25/2018 | 01/25/2018 | 09/16/2022 | BOOKS |