MARC details
| 000 -LEADER |
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| fixed length control field |
02461cam a22002774a 4500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
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| control field |
20230110150630.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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| fixed length control field |
130714s2004 nyum a001 0 eng |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
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| International Standard Book Number |
0446674494 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
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| International Standard Book Number |
9780446674492 |
| 035 ## - SYSTEM CONTROL NUMBER |
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| System control number |
(OCoLC)41090825 |
| 050 #4 - LIBRARY OF CONGRESS CALL NUMBER |
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| Classification number |
HF5438.25 |
| Item number |
.H45 2004 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
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| Personal name |
Heiman, Stephen E. |
| 245 14 - TITLE STATEMENT |
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| Title |
The new conceptual selling : |
| Remainder of title |
the most effective and proven method for face-to-face sales planning / |
| Statement of responsibility, etc. |
Stephen E. Heiman and Diane Sanchez with Tad Tuleja. |
| 250 ## - EDITION STATEMENT |
|---|
| Edition statement |
Rev. and upd. for the 21st century. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. |
|---|
| Place of publication, distribution, etc. |
New York : |
| Name of publisher, distributor, etc. |
Warner Books, |
| Date of publication, distribution, etc. |
2004 |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
viii, 374 p. : |
| Other physical details |
ill. ; |
| Dimensions |
21 cm. |
| 500 ## - GENERAL NOTE |
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| General note |
Includes index. |
| 500 ## - GENERAL NOTE |
|---|
| General note |
Rev. ed. of: Conceptual selling / Robert B. Miller and Stephen E. Heiman with Tad Tuleja. c1987. |
| 505 0# - FORMATTED CONTENTS NOTE |
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| Formatted contents note |
Foreword / John Philip Coghlan -- Part I. "No Sell" Selling -- Chapter 1. Why Your Customers Really Buy -- Chapter 2. How Your Customers Make Buying Decisions -- Chapter 3. What We're Striving for: Win-Win -- Chapter 4. Life Beyond the Product Pitch -- Part II. Getting Started: Four Questions to Ask Yourself Before You Make the Call -- Chapter 5. Why Am I Here? -- Chapter 6. What Do I Want the Customer to Do? -- Chapter 7. Why Should the Customer See Me? -- Chapter 8. Do I Have Credibility? -- Part III. The Sales Call: Getting Information -- Chapter 9. Learning to Listen -- Chapter 10. The Five Question Types -- Chapter 11. Establishing Superb Communication -- Part IV. The Sales Call: Giving Information -- Chapter 12. The Importance of Differentiation -- Chapter 13. Using the Joint Venture Approach -- Part V. The Sales Call: Getting Commitment -- Chapter 14. Beyond the Chumming Exercise -- Chapter 15. Don't Call Them Objections -- Part VI. Assessment: Zero Hour -- and Beyond -- Chapter 16. Pre-Call Planning and Rehearsal -- Chapter 17. Assessing the Call -- Chapter 18. Selling Beyond the Close. |
| 520 1# - SUMMARY, ETC. |
|---|
| Summary, etc. |
"Even in a world of cyber commerce, nothing beats a face-to-face meeting. And if you're one of those men and women who make their living in this high-pressure, highly demanding environment, this new edition of Conceptual Selling will change the way you interact with customers and clients, and the way you conduct your business career. Book jacket."--BOOK JACKET. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Selling. |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
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| Personal name |
Miller, Robert B. |
| Fuller form of name |
(Robert Bruce), |
| Dates associated with a name |
1931- |
| Title of a work |
Conceptual selling. |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Sanchez, Diane. |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Tuleja, Tad, |
| Dates associated with a name |
1944- |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
Library of Congress Classification |
