Normal view MARC view

Fundamentals of selling : (Record no. 39132)

MARC details
000 -LEADER
fixed length control field 03808cam a2200421 i 4500
001 - CONTROL NUMBER
control field ocn826456740
003 - CONTROL NUMBER IDENTIFIER
control field AE-DuAU
005 - DATE AND TIME OF LATEST TRANSACTION
control field 20241127174409.0
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
fixed length control field 130129s2014 nyua b 001 0 eng
010 ## - LIBRARY OF CONGRESS CONTROL NUMBER
LC control number 2012051445
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 9781259060557 (Int'l student ed.)
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 9780077861018 (hardback : alk. paper)
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 0077861019 (alk. paper)
035 ## - SYSTEM CONTROL NUMBER
System control number (OCoLC)826456740
040 ## - CATALOGING SOURCE
Original cataloging agency DLC
Language of cataloging eng
Description conventions rda
Transcribing agency DLC
Modifying agency OCLCQ
-- YDXCP
042 ## - AUTHENTICATION CODE
Authentication code pcc
049 ## - LOCAL HOLDINGS (OCLC)
Holding library TSAA
050 00 - LIBRARY OF CONGRESS CALL NUMBER
Classification number HF 5438.25
Item number .F87 2014
090 ## - LOCALLY ASSIGNED LC-TYPE CALL NUMBER (OCLC); LOCAL CALL NUMBER (OCLC)
Classification number (OCLC) (R) ; Classification number, CALL (RLIN) (NR) MKTG311
090 ## - LOCALLY ASSIGNED LC-TYPE CALL NUMBER (OCLC); LOCAL CALL NUMBER (OCLC)
Classification number (OCLC) (R) ; Classification number, CALL (RLIN) (NR) MKTG311
100 1# - MAIN ENTRY--PERSONAL NAME
Personal name Futrell, Charles.
9 (RLIN) 5686
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; Int'l Student Edition.
260 ## - 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 p. :
Other physical details ill. ;
Dimensions 27 cm
336 ## - CONTENT TYPE
Source rdacontent
Content Type Term text
Content Type Code txt
337 ## - MEDIA TYPE
Source rdamedia
Media Type Term unmediated
Media Type Code n
338 ## - CARRIER TYPE
Source rdacarrier
Carrier Type Term volume
Carrier Type Code nc
504 ## - BIBLIOGRAPHY, ETC. NOTE
Bibliography, etc Includes bibliographical references (pages 603-607) and index.
505 0# - 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"--
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."--
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element Selling.
9 (RLIN) 173246
650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element BUSINESS & ECONOMICS
General subdivision Sales & Selling.
Source of heading or term bisacsh
9 (RLIN) 173247
907 ## - LOCAL DATA ELEMENT G, LDG (RLIN)
a
b 08-14-13
c 08-12-13
942 ## - ADDED ENTRY ELEMENTS (KOHA)
Koha item type Books
Source of classification or shelving scheme Library of Congress Classification
998 ## - LOCAL CONTROL INFORMATION (RLIN)
Operator's initials, OID (RLIN) 08-12-13
Cataloger's initials, CIN (RLIN) m
First Date, FD (RLIN) h
Holdings
Lost status Source of classification or shelving scheme Damaged status Not for loan Collection code Home library Current library Shelving location Date acquired Cost, normal purchase price Total Checkouts Full call number Barcode Date last seen Date checked out Cost, replacement price Price effective from Koha item type
  Library of Congress Classification     Non-fiction American University in Dubai American University in Dubai Main Collection 2013-08-12 0.00 5 HF 5438.25 .F87 2014 5146601 2023-11-08 2019-02-02 0.00 2015-07-25 Books
  • Monday - Friday
  • 8:00 AM - 5:00 PM
  • Saturday - Sunday
  • Closed
  • Phone: +971 431 83183
  • Email: Library@aud.edu
  • Address: Sheikh Zayed Road -- P.O. Box 28282, Dubai, AE
  • Map & Directions