Professional Selling : (Record no. 70606)
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| 000 -LEADER | |
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| fixed length control field | 04475nam a22004573i 4500 |
| 001 - CONTROL NUMBER | |
| control field | EBC3116923 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | MiAaPQ |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20240729124625.0 |
| 006 - FIXED-LENGTH DATA ELEMENTS--ADDITIONAL MATERIAL CHARACTERISTICS | |
| fixed length control field | m o d | |
| 007 - PHYSICAL DESCRIPTION FIXED FIELD--GENERAL INFORMATION | |
| fixed length control field | cr cnu|||||||| |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 240724s1988 xx o ||||0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9780931961427 |
| Qualifying information | (electronic bk.) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| Canceled/invalid ISBN | 9780931961427 |
| 035 ## - SYSTEM CONTROL NUMBER | |
| System control number | (MiAaPQ)EBC3116923 |
| 035 ## - SYSTEM CONTROL NUMBER | |
| System control number | (Au-PeEL)EBL3116923 |
| 035 ## - SYSTEM CONTROL NUMBER | |
| System control number | (CaPaEBR)ebr10058016 |
| 035 ## - SYSTEM CONTROL NUMBER | |
| System control number | (OCoLC)922967013 |
| 040 ## - CATALOGING SOURCE | |
| Original cataloging agency | MiAaPQ |
| Language of cataloging | eng |
| Description conventions | rda |
| -- | pn |
| Transcribing agency | MiAaPQ |
| Modifying agency | MiAaPQ |
| 050 #4 - LIBRARY OF CONGRESS CALL NUMBER | |
| Classification number | HF5438.25 -- .M67 1988eb |
| 082 0# - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.8/1 |
| 100 1# - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Morgan, Rebecca. |
| 245 10 - TITLE STATEMENT | |
| Title | Professional Selling : |
| Remainder of title | Practical Secrets for Successful Sales. |
| 250 ## - EDITION STATEMENT | |
| Edition statement | 1st ed. |
| 264 #1 - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE | |
| Place of production, publication, distribution, manufacture | Menlo Park : |
| Name of producer, publisher, distributor, manufacturer | Course Technology Crisp, |
| Date of production, publication, distribution, manufacture, or copyright notice | 1988. |
| 264 #4 - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE | |
| Date of production, publication, distribution, manufacture, or copyright notice | ©1988. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 1 online resource (102 pages) |
| 336 ## - CONTENT TYPE | |
| Content type term | text |
| Content type code | txt |
| Source | rdacontent |
| 337 ## - MEDIA TYPE | |
| Media type term | computer |
| Media type code | c |
| Source | rdamedia |
| 338 ## - CARRIER TYPE | |
| Carrier type term | online resource |
| Carrier type code | cr |
| Source | rdacarrier |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Formatted contents note | TITLE -- COPYRIGHT -- ABOUT THE AUTHOR -- CONTENTS -- THE SLIM MARGIN OF SUCCESS -- INTRODUCTION -- SALES SUCCESS: DO YOU HAVE WHAT IT TAKES? -- CHARACTERISTICS OF SUCCESSFUL SALESPERSONS -- 1. COMMITMENT -- 2. HEALTHY EGO -- 4. SENSE OF HUMOR AND ENTHUSIASM -- PROFESSIONAL SALESPERSON'S QUIZ -- PROFESSIONAL SALESPERSON'S ASSESSMENT -- PART I-GETTING STARTED -- FINDING PROSPECTS -- ACQUIRING REFERRALS -- USING THE TELEPHONE TO QUALIFY AND GET APPOINTMENTS -- OVERCOMING TELEPHONE COLD CALL RELUCTANCE -- DEFROSTING TELEPHONE COLD CALLS -- THE PLAN -- THE CALL -- THE CONNECTION -- SOME ADDITIONAL TIPS TO MAKE YOU MORE EFFECTIVE ON THE PHONE -- WRITE YOUR OWN TELEPHONE OUTLINE -- TELEPHONE COLD CALL CHECKLIST -- CASE STUDY -- PART IIA FACE-TO-FACE SELLING -- UNDERSTANDING THE PROCESS -- PRESENTATION STRATEGIES -- PRESENTATION STRATEGIES WORKSHEET -- STARTING THE INTERVIEW -- ASKING QUESTIONS -- Open-Ended Questions -- Closed-ended Questions -- CASE STUDY -- FACTS/FEATURES, TRANSITIONS AND BENEFITS -- FACT/FEATURES -- FACTS VS. CLAIMS -- TRANSITIONS -- BENEFITS -- Ten Common Benefits -- 1. To Make Money -- 2. To Save Money -- 3. To Save Time -- 4. For Recognition -- 5. For Security/Peace of Mind -- 6. For Convenience/Comfort -- 7. For Flexibility -- 8. For Satisfaction/Reliability/Pleasure -- 9. For Status -- 10. For Health -- PART IIB- CLOSING FOR COMMITMENT -- TESTING FOR BUYING INTEREST -- SAMPLE CLOSES -- REDUCING RESISTANCE AND COUNTERING CONCERNS -- PERSUASIVE WORDS -- OVERCOMING OBJECTIONS -- THE IMPORTANCE OF NONVERBAL COMMUNICATION -- Eye contact -- Posture -- Gestures -- Facial expression -- Movement -- Rate of Speech -- Non-words -- Proximics/spacial distance -- Tone of voice/inflection -- Professional appearance -- For women -- REVIEWING YOUR EFFORTS -- EVALUATION OF SALES PRESENTATION. |
| 505 8# - FORMATTED CONTENTS NOTE | |
| Formatted contents note | PART III-FACE-TO-FACE SELLING Understanding Your Customer -- SELLING TO DIFFERENT COMMUNICATION STYLES -- THE FOUR COMMUNICATION STYLES -- STYLE 1: Detail-Seeker -- STYLE 2: Results-Seeker -- STYLE 3: Excitement-Seeker -- STYLE 4: Harmony-Seeker -- UNDERSTAND YOUR STYLE -- DETAIL-SEEKER -- RESULTS-SEEKER -- EXCITEMENT-SEEKER -- HARMONY-SEEKER -- WHAT DID I DISCOVER ABOUT MYSELF? -- COMMUNICATION STYLES PRACTICE -- FOUR CASE SITUATIONS -- Situation 1 -- Situation 2 -- Situation 3 -- Situation 4 -- Author's responses: -- PART IV- ORGANIZE FOR GREATER SALES -- PRIORITIZING YOUR CLIENTS/PROSPECTS -- CONQUERING THE PAPERWORK MOUNTAIN -- FOLLOW UP MADE EASY: A TICKLER/SUSPENSE FILE -- SALVAGING SCRAP TIME -- Make Notes -- USING A PROSPECT LEAD FORM -- PART V: REVIEW -- WHAT DID WE COVER? -- Characteristics of Success -- Prospecting -- The Sales Interview -- The Four Communication Styles -- Organization -- CROSSWORD REVIEW -- BIBLIOGRAPHY -- Periodicals -- CROSSWORD REVIEW ANSWERS. |
| 588 ## - SOURCE OF DESCRIPTION NOTE | |
| Source of description note | Description based on publisher supplied metadata and other sources. |
| 590 ## - LOCAL NOTE (RLIN) | |
| Local note | Electronic reproduction. Ann Arbor, Michigan : ProQuest Ebook Central, 2024. Available via World Wide Web. Access may be limited to ProQuest Ebook Central affiliated libraries. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Selling. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Marketing. |
| 655 #4 - INDEX TERM--GENRE/FORM | |
| Genre/form data or focus term | Electronic books. |
| 700 1# - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Crisp, Michael G. |
| 776 08 - ADDITIONAL PHYSICAL FORM ENTRY | |
| Relationship information | Print version: |
| Main entry heading | Morgan, Rebecca |
| Title | Professional Selling |
| Place, publisher, and date of publication | Menlo Park : Course Technology Crisp,c1988 |
| International Standard Book Number | 9780931961427 |
| 797 2# - LOCAL ADDED ENTRY--CORPORATE NAME (RLIN) | |
| Corporate name or jurisdiction name as entry element | ProQuest (Firm) |
| 856 40 - ELECTRONIC LOCATION AND ACCESS | |
| Uniform Resource Identifier | <a href="https://ebookcentral.proquest.com/lib/orpp/detail.action?docID=3116923">https://ebookcentral.proquest.com/lib/orpp/detail.action?docID=3116923</a> |
| Public note | Click to View |
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