| 000 -LEADER |
|---|
| fixed length control field |
02760cam a2200481 i 4500 |
| 001 - CONTROL NUMBER |
|---|
| control field |
u12732 |
| 003 - CONTROL NUMBER IDENTIFIER |
|---|
| control field |
SA-PMU |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20210418123900.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
160503s2016 nyu 000 0 eng |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER |
|---|
| LC control number |
2016017355 |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
DLC |
| Language of cataloging |
eng |
| Description conventions |
rda |
| Transcribing agency |
DLC |
| Modifying agency |
OCLCF |
| -- |
CCPLG |
| -- |
YDXCP |
| -- |
BTCTA |
| -- |
BDX |
| -- |
OSU |
| -- |
VP@ |
| -- |
AJB |
| -- |
OCLCO |
| -- |
SFR |
| 019 ## - |
|---|
| -- |
945483320 |
| -- |
959424665 |
| -- |
961874199 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9780814437766 (pbk.) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
0814437761 (pbk.) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9780814437797 (ebook) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
0814437796 (ebook) |
| 035 ## - SYSTEM CONTROL NUMBER |
|---|
| System control number |
(OCoLC)948748515 |
| Canceled/invalid control number |
(OCoLC)945483320 |
| -- |
(OCoLC)959424665 |
| -- |
(OCoLC)961874199 |
| 037 ## - SOURCE OF ACQUISITION |
|---|
| Source of stock number/acquisition |
Amacom Books, 600 Ama Way, Saranac Lake, NY, USA, 12983 |
| Note |
SAN 227-3578 |
| 042 ## - AUTHENTICATION CODE |
|---|
| Authentication code |
pcc |
| 050 00 - LIBRARY OF CONGRESS CALL NUMBER |
|---|
| Classification number |
HF5438.25 |
| Item number |
.H86737 2016 |
| 082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
658.85 |
| Edition number |
23 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Hunter, Mark, |
| Dates associated with a name |
1956- |
| Relator term |
author. |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
High-profit prospecting : |
| Remainder of title |
powerful strategies to find the best leads and drive breakthrough sales results / |
| Statement of responsibility, etc. |
Mark Hunter. |
| 264 #1 - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE |
|---|
| Place of production, publication, distribution, manufacture |
New York : |
| Name of producer, publisher, distributor, manufacturer |
American Management Association, |
| Date of production, publication, distribution, manufacture, or copyright notice |
[2016] |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
xiii, 206 pages ; |
| Dimensions |
23 cm |
| 336 ## - CONTENT TYPE |
|---|
| Content type term |
text |
| Source |
rdacontent |
| 337 ## - MEDIA TYPE |
|---|
| Media type term |
unmediated |
| Source |
rdamedia |
| 338 ## - CARRIER TYPE |
|---|
| Carrier type term |
volume |
| Source |
rdacarrier |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
pt. I. Basic truths about prospecting. What does prospecting mean today? -- The myths and surprising facts about finding new customers -- Major factors in successful lead generation -- pt. II. Preparing for prospecting success. Planning for high-profit customers -- Fit the prospecting plan to your market -- pt. III. Tips, tools, and techniques. Time-management tactics -- Are you prospecting or wasting your time? -- Are they prospects or merely suspects? -- Best practices for making the initial contact -- Does the telephone still work? -- Customer engagement dos and don'ts -- Prospecting tools -- the telephone -- Starting the conversation -- Does anybody listen to voicemail? -- Email, communication, and connection -- Referrals and other major pipeline builders -- The value and pitfalls of social media -- Prospecting via social media -- pt. IV. The tough stuff. Getting past the gatekeeper -- Winning at the enterprise level -- Is it worth it to even try to reach the C-suite? -- Getting past the shut door -- Turning a prospect into a customer. |
| 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 |
Business referrals. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Sales management. |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Business referrals. |
| Source of heading or term |
fast |
| Authority record control number or standard number |
(OCoLC)fst00842865 |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Sales management. |
| Source of heading or term |
fast |
| Authority record control number or standard number |
(OCoLC)fst01103833 |
| 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 |
| 938 ## - |
|---|
| -- |
Brodart |
| -- |
BROD |
| -- |
117156469 |
| 938 ## - |
|---|
| -- |
Baker and Taylor |
| -- |
BTCP |
| -- |
BK0018597230 |
| 938 ## - |
|---|
| -- |
YBP Library Services |
| -- |
YANK |
| -- |
12899970 |
| 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 - 54 OTHER HOLDINGS |