ABC's of relationship selling through service / (Record no. 451)

MARC details
000 -LEADER
fixed length control field 02609nam a22002897a 4500
003 - CONTROL NUMBER IDENTIFIER
control field OSt
005 - DATE AND TIME OF LATEST TRANSACTION
control field 20231007020614.0
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
fixed length control field 210127b ||||| |||| 00| 0 eng d
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 978-00-7126350-4
040 ## - CATALOGING SOURCE
Original cataloging agency CvSU-CCAT Campus Library.
Language of cataloging English.
Transcribing agency CvSU-CCAT Campus Library
Description conventions rda.
050 ## - LIBRARY OF CONGRESS CALL NUMBER
Classification number CIR HF 5438.25
Item number F88 2009
082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER
Classification number CIR 658.85
Item number F989a 2009
Edition number 20
100 ## - MAIN ENTRY--PERSONAL NAME
Personal name Futrell, Charles, author.
9 (RLIN) 1376
245 ## - TITLE STATEMENT
Title ABC's of relationship selling through service /
Statement of responsibility, etc. Charles M. Futrell.
250 ## - EDITION STATEMENT
Edition statement Tenth edition.
260 ## - PUBLICATION, DISTRIBUTION, ETC.
Place of publication, distribution, etc. Boston :
Name of publisher, distributor, etc. McGraw-Hill/Irwin,
Date of publication, distribution, etc. c2009.
300 ## - PHYSICAL DESCRIPTION
Extent xxxii, 524 pages :
Other physical details illustrations ;
Dimensions 25 cm
504 ## - BIBLIOGRAPHY, ETC. NOTE
Bibliography, etc. note Includes index.
505 ## - FORMATTED CONTENTS NOTE
Formatted contents note pt. I. Selling as a profession<br/>The life, times, and career of the professional salesperson<br/>Ethics first ... then customer relationships<br/>pt. II. Preparation for relationship selling<br/>The psychology of selling : Why people buy<br/>Communication for relationship building : It's not all talk<br/>Sales knowledge : Customers, products, technologies<br/>pt. III. The relationship selling process<br/>Prospecting<br/>the lifeblood of selling<br/>Planning the sales call is a must!<br/>Carefully select which sales presentation method to use<br/>Begin your presentation strategically<br/>Elements of a great sales presentation<br/>Welcome your prospect's objections<br/>Closing begins the relationship<br/>Service and follow-up for customer retention<br/>pt. IV. Time and territory management : Keys to success<br/>Time, territory, and self-management : Keys to success<br/>App. A. Sales call role plays<br/>App. B. Personal selling experimental exercises<br/>App. C. Selling globally<br/>App. D. Answers to crossword puzzles
520 ## - SUMMARY, ETC.
Summary, etc. ABC’s of Relationship Selling, 10/e trains readers on a specific, yet generic, step-by-step selling process that is universal in nature. This new edition presents a sales process or system in a logical sequence than any other text in the market: from planning and the approach, to closing and follow-up for exceptional customer service. The goal of this text 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 how the steps within the selling process interact with one another. This market leader text brings a comfortable and familiar approach to the Selling discipline.
546 ## - LANGUAGE NOTE
Language note In English text.
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element Selling.
9 (RLIN) 407
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element Relationship marketing.
9 (RLIN) 1377
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element Sales and marketing.
9 (RLIN) 7723
942 ## - ADDED ENTRY ELEMENTS (KOHA)
Koha item type Book
Edition Tenth edition.
Classification part HF 5438.25 F88 2009
Call number prefix CIR
Source of classification or shelving scheme Library of Congress Classification
Holdings
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 Coded location qualifier Full call number Barcode Date last seen Copy number Price effective from Koha item type
    Library of Congress Classification     Book Cavite State University - CCAT Campus Cavite State University - CCAT Campus GCS 09/11/2015 Purchased from New Century Books GCS CIR HF 5438.25 F88 2009 R0011090 10/15/2025 1 01/27/2021 Book