MARC details
| 000 -LEADER |
|---|
| fixed length control field |
01905cam a2200337 i 4500 |
| 001 - CONTROL NUMBER |
|---|
| control field |
200437803 |
| 003 - CONTROL NUMBER IDENTIFIER |
|---|
| control field |
TR-AnTOB |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20200827112528.0 |
| 007 - PHYSICAL DESCRIPTION FIXED FIELD--GENERAL INFORMATION |
|---|
| fixed length control field |
ta |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
200327s1980 ilua b 001 0 eng d |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER |
|---|
| LC control number |
79002958 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
0030546761 |
| Qualifying information |
hardback |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
DLC |
| Language of cataloging |
eng |
| Description conventions |
rda |
| Transcribing agency |
DLC |
| Modifying agency |
DLC |
| -- |
TR-AnTOB |
| 041 0# - LANGUAGE CODE |
|---|
| Language code of text/sound track or separate title |
İngilizce |
| 050 00 - LIBRARY OF CONGRESS CALL NUMBER |
|---|
| Classification number |
HF5438.25 |
| Item number |
.H58 1980 |
| 090 ## - LOCALLY ASSIGNED LC-TYPE CALL NUMBER (OCLC); LOCAL CALL NUMBER (RLIN) |
|---|
| Classification number (OCLC) (R) ; Classification number, CALL (RLIN) (NR) |
TOBBK HF5438.25 |
| Local cutter number (OCLC) ; Book number/undivided call number, CALL (RLIN) |
.H58 1980 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Hise, Richard T. |
| Relator term |
author |
| 9 (RLIN) |
127591 |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
Effective salesmanship / |
| Statement of responsibility, etc. |
Richard T. Hise. |
| 264 #1 - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE |
|---|
| Place of production, publication, distribution, manufacture |
Hinsdale : |
| Name of producer, publisher, distributor, manufacturer |
Dryden Press, |
| Date of production, publication, distribution, manufacture, or copyright notice |
1980. |
|
|---|
| Date of production, publication, distribution, manufacture, or copyright notice |
©1980 |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
xiii, 449 pages : |
| Other physical details |
illustrations and schemes ; |
| Dimensions |
24 cm |
| 336 ## - CONTENT TYPE |
|---|
| Content type term |
text |
| Content type code |
txt |
| Source |
rdacontent |
| 337 ## - MEDIA TYPE |
|---|
| Media type term |
unmediated |
| Media type code |
n |
| Source |
rdamedia |
| 338 ## - CARRIER TYPE |
|---|
| Carrier type term |
volume |
| Carrier type code |
nc |
| Source |
rdacarrier |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
|---|
| Bibliography, etc. note |
|
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Chapter 1: Personal Selling: An Introduction -- Chapter 2: Career Opportunities In Selling -- Chapter 3. Career Opportunities In Selling (Continued) -- Chapter 4. Company and Product Knowledge -- Chapter 5: Knowledge of Market and Competitors -- Chapter 6: Prospecting -- Chapter 7. Obtaining and Planning the Sales Interview -- Chapter 8: Effective Routing -- Chapter 9: Opening the Sales Presentation -- Chapter 10: The Sales Presentation: Obtaining Desire In Prospects -- Chapter 11: Handling Objections -- Chapter 12: Successful Closing -- Chapter 13: Following Up and Servicing Customers -- Chapter 14: Paper Work -- Chapter 15: Handling Key and Marginal Accounts -- Chapter 16: Time Management -- Chapter 17: Evaluation -- Chapter 18: Sales Management: Planning, Recruiting, Training, and Organizing -- Chapter 19: Sales Management: Compensation, Motivation, Supervision, and Evaluation |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Selling |
| General subdivision |
Vocational guidance |
| 9 (RLIN) |
127590 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
Library of Congress Classification |
| Koha item type |
Book |
