Sales Training Basics : (Record no. 70642)
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| 000 -LEADER | |
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| fixed length control field | 03649nam a22004573i 4500 |
| 001 - CONTROL NUMBER | |
| control field | EBC3116960 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | MiAaPQ |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20240729124626.0 |
| 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 | 240724s1992 xx o ||||0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9781560521198 |
| Qualifying information | (electronic bk.) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| Canceled/invalid ISBN | 9781560521198 |
| 035 ## - SYSTEM CONTROL NUMBER | |
| System control number | (MiAaPQ)EBC3116960 |
| 035 ## - SYSTEM CONTROL NUMBER | |
| System control number | (Au-PeEL)EBL3116960 |
| 035 ## - SYSTEM CONTROL NUMBER | |
| System control number | (CaPaEBR)ebr10058847 |
| 035 ## - SYSTEM CONTROL NUMBER | |
| System control number | (OCoLC)922967026 |
| 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 -- .C53 1992eb |
| 082 0# - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.8/5 |
| 100 1# - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Chapman, Elwood N. |
| 245 10 - TITLE STATEMENT | |
| Title | Sales Training Basics : |
| Remainder of title | A Primer for Those New to Selling. |
| 250 ## - EDITION STATEMENT | |
| Edition statement | 1st ed. |
| 264 #1 - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE | |
| Place of production, publication, distribution, manufacture | Boston : |
| Name of producer, publisher, distributor, manufacturer | Course Technology Crisp, |
| Date of production, publication, distribution, manufacture, or copyright notice | 1992. |
| 264 #4 - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE | |
| Date of production, publication, distribution, manufacture, or copyright notice | ©1992. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 1 online resource (78 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 -- TO THE READER -- CONTENTS -- INVITATION -- PART I ATTITUDE AND SELLING SUCCESS -- TWO WAYS TO GO (Make Your Choice Now) -- PERSONALITY AND SELLING -- CASE #1: A DECISION FOR RAMONA -- IF YOU HAVE CUSTOMER CONTACT, YOU HAVE SELLING OPPORTUNITIES -- WHAT CAN SUCCESS IN SELLING DO FOR YOU? -- YOUR ATTITUDE IS SHOWING -- EXERCISE: YOUR ATTITUDE TOWARD SELLING -- SELF-CONFIDENCE SCALE -- CHARACTERISTICS OF SUCCESSFUL SALESPEOPLE -- CASE #2: WILL JOE SURVIVE? -- FIRST IMPRESSIONS ARE CRITICAL -- COMMUNICATING YOUR BEST IMAGE -- THE PSYCHOLOGY OF SELLING -- ELIMINATING DOWN PERIODS -- PART II HOW TO PLAY THE SELLING GAME -- SELLING IS LIKE PLAYING BASEBALL COVER ALL THE BASES AND MAKE A SALE -- TIPS ON HOW TO GET TO FIRST BASE -- MAKE YOUR APPROACH TO THE PROSPECT PROFESSIONAL, PERCEPTIVE, AND POSITIVE. -- MOST BATTERS DO NOT GET TO FIRST BASE -- GET TO SECOND BASE: A PROFESSIONAL PRESENTATION -- SECOND BASE IS NOT AUTOMATIC -- FACT VS BENEFITS -- CASE #3: WHO MADE THE SALE? -- MAKE THE MOVE TO THIRD BASE -- WELCOME QUESTIONS -- BUILDING A CLIENTELE -- CASE #4: WHO WILL BE MOST SUCCESSFUL? -- YOU CAN'T WIN WITHOUT CLOSING -- GETTING HOME: HOW TO CLOSE A SALE -- HOW MUCH PERSUASION? -- CASE #5: WHO CLOSED THE SALE? -- SUMMARY -- PROVE YOU KNOW THE BASICS-REVIEW -- PART III BACK TO BASICS -- SOME THOUGHTS ON SELLING IN TOUGH TIMES -- LITTLE THINGS COUNT -- LITTLE COURTESIES COUNT BIG -- CUSTOMER SPECIAL TREATMENT EXERCISE -- SELLING VIA THE TELEPHONE -- TELEPHONE OPPORTUNITIES (Let your fingers make you successful) -- HOW TO BE A TELEPHONE PROFESSIONAL -- DOING A NUMBER ON THE TELEPHONE -- HOW TO HANDLE THE DIFFICULT CUSTOMER -- TEN UNFORGIVEABLE MISTAKES -- SELLING OCCUPATIONS PAY OFF IN MANY WAYS -- CASE #6: WENDY THE WAITRESS -- SELLING AND TIME MANAGEMENT -- CASE #7: WHO WILL WIN THE TRIP TO HAWAII? -- REWARD YOURSELF. |
| 505 8# - FORMATTED CONTENTS NOTE | |
| Formatted contents note | SALES SUCCESS FORMULA -- EXERCISE: DEMONSTRATE YOUR PROGRESS -- LOOKING AHEAD -- AUTHOR'S SUGGESTED ANSWERS -- FINAL REMINDER!. |
| 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 | Chapman, Elwood N. |
| Title | Sales Training Basics |
| Place, publisher, and date of publication | Boston : Course Technology Crisp,c1992 |
| International Standard Book Number | 9781560521198 |
| 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=3116960">https://ebookcentral.proquest.com/lib/orpp/detail.action?docID=3116960</a> |
| Public note | Click to View |
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