| 000 -LEADER |
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| fixed length control field |
02996cam a2200493Ii 4500 |
| 001 - CONTROL NUMBER |
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| control field |
u12605 |
| 003 - CONTROL NUMBER IDENTIFIER |
|---|
| control field |
SA-PMU |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20210418125113.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
170123s2017 enka 001 0 eng d |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
YDX |
| Language of cataloging |
eng |
| Description conventions |
rda |
| Transcribing agency |
YDX |
| Modifying agency |
SVP |
| -- |
CLE |
| -- |
OCLCF |
| -- |
TOH |
| -- |
NZAUC |
| -- |
CCE |
| -- |
JQM |
| -- |
GO4 |
| -- |
BYV |
| 019 ## - |
|---|
| -- |
985011126 |
| -- |
986386526 |
| -- |
993886373 |
| -- |
994822170 |
| -- |
995581220 |
| -- |
1003690826 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
1119274168 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9781119274162 |
| 035 ## - SYSTEM CONTROL NUMBER |
|---|
| System control number |
(OCoLC)969415036 |
| Canceled/invalid control number |
(OCoLC)985011126 |
| -- |
(OCoLC)986386526 |
| -- |
(OCoLC)993886373 |
| -- |
(OCoLC)994822170 |
| -- |
(OCoLC)995581220 |
| -- |
(OCoLC)1003690826 |
| 050 #4 - LIBRARY OF CONGRESS CALL NUMBER |
|---|
| Classification number |
HF5438.25 |
| Item number |
.S768 2017 |
| 084 ## - OTHER CLASSIFICATION NUMBER |
|---|
| Classification number |
BUS058000 |
| Number source |
bisacsh |
| 092 ## - LOCALLY ASSIGNED DEWEY CALL NUMBER (OCLC) |
|---|
| Classification number |
658.85 |
| 029 1# - OTHER SYSTEM CONTROL NUMBER (OCLC) |
|---|
| OCLC library identifier |
AU@ |
| System control number |
000059824384 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Stuchbury, Stewart, |
| Relator term |
author. |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
Winning new business / |
| Statement of responsibility, etc. |
by Stewart Stuchbury. |
| 246 14 - VARYING FORM OF TITLE |
|---|
| Title proper/short title |
Winning new business for dummies |
| 264 #1 - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE |
|---|
| Place of production, publication, distribution, manufacture |
West Sussex, Chichester : |
| Name of producer, publisher, distributor, manufacturer |
John Wiley & Sons, |
| Date of production, publication, distribution, manufacture, or copyright notice |
2017. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
xiv, 333 pages : |
| Other physical details |
illustrations ; |
| 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 |
| 490 1# - SERIES STATEMENT |
|---|
| Series statement |
For dummies |
| 500 ## - GENERAL NOTE |
|---|
| General note |
Includes index. |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Getting started with winning new business. Introducing a winning new business culture ; Having something relevant to say ; Making first impressions count ; Using technology to help -- Planning for new business. Presenting solutions ; Marketing matters ; Making it easy to say yes ; Elevator pitching ; Prospecting effectively -- Making new business happen. Overcoming objections ; Structuring the deal ; Having the confidence to say no ; Asking for the order ; Understanding that "selling hard" isn't the answer ; Taking action today -- Rainmaking: developing a constant stream of new business. Reaching a win-win solution ; Networking effectively ; Managing the perception of risk ; Qualifying potential business ; Knowing when to move on ; Being realistic with forecasts -- The part of tens. Ten key metrics to watch ; Ten prospecting resources. |
| 520 ## - SUMMARY, ETC. |
|---|
| Summary, etc. |
"New business is the lifeblood of every company - and this book expertly guides you through the process of securing more than your fair share of it. If you're a salesperson in the trenches looking for inspiration, this book offers real-life advice on improving your customer-facing skills to win more new business. The structured approach presented inside will have you walking the walk, talking the talk and closing more deals in no time!"--Publisher's description. |
| 596 ## - |
|---|
| -- |
1 2 |
| 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 |
Success in business. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Entrepreneurship. |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Entrepreneurship. |
| Source of heading or term |
fast |
| Authority record control number or standard number |
(OCoLC)fst00912787 |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Selling. |
| Source of heading or term |
fast |
| Authority record control number or standard number |
(OCoLC)fst01111969 |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Success in business. |
| Source of heading or term |
fast |
| Authority record control number or standard number |
(OCoLC)fst01137062 |
| 830 #0 - SERIES ADDED ENTRY--UNIFORM TITLE |
|---|
| Uniform title |
--For dummies. |
| 938 ## - |
|---|
| -- |
Brodart |
| -- |
BROD |
| -- |
119087111 |
| 938 ## - |
|---|
| -- |
YBP Library Services |
| -- |
YANK |
| -- |
13384230 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Koha item type |
Books |
| 994 ## - |
|---|
| -- |
Z0 |
| -- |
SUPMU |
| 948 ## - LOCAL PROCESSING INFORMATION (OCLC); SERIES PART DESIGNATOR (RLIN) |
|---|
| h (OCLC) |
NO HOLDINGS IN SUPMU - 62 OTHER HOLDINGS |