New Sales, Simplified: The Essential Handbook for Prospecting and New Business Development (Record no. 118006)
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| 000 -LEADER | |
|---|---|
| fixed length control field | aam a22 4500 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20200617121603.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 191011b ||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9781404112025 |
| 040 ## - CATALOGING SOURCE | |
| Transcribing agency | |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.85 |
| Item number | WEI |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Weinberg, Mike |
| 9 (RLIN) | 43885 |
| 245 ## - TITLE STATEMENT | |
| Title | New Sales, Simplified: The Essential Handbook for Prospecting and New Business Development |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Name of publisher, distributor, etc. | HarperCollins Publisher India |
| Date of publication, distribution, etc. | 2013 |
| Place of publication, distribution, etc. | New Delhi |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 220p |
| 500 ## - GENERAL NOTE | |
| General note | 1. Introduction<br/>2. Sales simplified and a dose of blunt truth<br/>3. The groundwork for a simple sales model<br/>4. The "not-so-sweet 16" reasons salespeople fail at new business development<br/>5. The company's responsibility for sales success<br/>6. A simple framework for developing new business<br/>7. Selecting targets : first for a reason<br/>8. Our sales weapons : what's in the arsenal?<br/>9. Your most important sales weapon<br/>10. Sharpening your sales story<br/>11. Your friend the phone<br/>12. Mentally preparing for the face-to-face sales call<br/>13. Structuring winning sales calls<br/>14. Preventing the buyer's reflex resistance to salespeople<br/>15. I thought I was supposed to make a presentation<br/>16. Planning and executing the attack<br/>17. Rants, raves, and reflections<br/>18. New business development selling is not complicated |
| 600 ## - SUBJECT ADDED ENTRY--PERSONAL NAME | |
| Personal name | Selling - Business Planning |
| 9 (RLIN) | 48413 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| Koha item type | Book |
| Call number prefix | 658.85 |
| Call number suffix | WEI |
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