Selling: Principles And Methods (Record no. 35536)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01455nam a2200217 a 4500 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| ISBN | 9780256036442 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| ISBN | 0256036446 |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.85 |
| Item number | PED |
| 100 ## - MAIN ENTRY--AUTHOR NAME | |
| Personal name | Pederson, Carlton A. |
| 245 ## - TITLE STATEMENT | |
| Title | Selling: Principles And Methods |
| 250 ## - EDITION STATEMENT | |
| Edition statement | 9th ed. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Place of publication | Homewood, Ill. : |
| Name of publisher | Irwin, |
| Year of publication | 1988. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Number of Pages | xvii, 644 pages : |
| Other physical details | illustrations (some color) ; |
| 490 ## - SERIES STATEMENT | |
| Series statement | Irwin series in marketing. |
| 500 ## - GENERAL NOTE | |
| General note | Includes index |
| 505 ## - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Personal selling : its nature, its role, and its rewards --<br/>Duties, responsibilities, and qualifications of sales representatives --<br/>Legal and social-ethical responsibilities of the salesperson --<br/>Buyer behavior and the buying process --<br/>The company, its products, competition, and policies --<br/>Communication principles and successful selling --<br/>Prospecting and qualifying potential customers --<br/>Planning the sales presentation and getting the right start --<br/>Delivering the sales presentation --<br/>Dramatizing the sales presentation --<br/>Overcoming objections --<br/>Closing the sale --<br/>Building future sales by servicing accounts and developing customer relationships --<br/>Industrial and trade selling --<br/>Retail selling --<br/>Managing time, territory, and self --<br/>Supporting the selling effort with advertising, direct mail, and telemarketing --<br/>The salesperson and sales management. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical Term | Selling. |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Weitz, Barton A. |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Wright, Milburn D. |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Koha item type | Lending Books |
| Collection code | Home library | Current library | Shelving location | Date acquired | Source of acquisition | Cost, normal purchase price | Full call number | Accession Number | Koha item type |
|---|---|---|---|---|---|---|---|---|---|
| Reference | Main Library | Main Library | Stacks | 07/05/1997 | Asia Foundation | 550.00 | 658.85 PED | 003954 | Lending Books |