| 000 -LEADER | |
|---|---|
| fixed length control field | 02045cam a2200361 a 4500 |
| 001 - CONTROL NUMBER | |
| control field | 37538 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | DLC |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20240430145255.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 120514s2013 nyu 001 0 eng |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER | |
| LC control number | 2012017452 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9780814431771 (pbk.) : |
| Terms of availability | 17.95 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 0814431771 (pbk.) : |
| Terms of availability | 17.95 |
| 040 ## - CATALOGING SOURCE | |
| Original cataloging agency | DLC |
| Transcribing agency | DLC |
| 042 ## - AUTHENTICATION CODE | |
| Authentication code | pcc |
| 050 00 - LIBRARY OF CONGRESS CALL NUMBER | |
| Classification number | HF5438.25 |
| Item number | .W29295 2013 |
| 069 ## - | |
| -- | 09381034 |
| 090 ## - LOCALLY ASSIGNED LC-TYPE CALL NUMBER (OCLC); LOCAL CALL NUMBER (OCLC) | |
| Classification number (OCLC) (R) ; Classification number, CALL (RLIN) (NR) | HF 5438.25 .W29295 2013 |
| 100 1# - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Weinberg, Mike. |
| 9 (RLIN) | 17029 |
| 245 10 - TITLE STATEMENT | |
| Title | New sales : |
| Remainder of title | simplified : the essential handbook for prospecting and new business development / |
| Statement of responsibility, etc | by Mike Weinberg ; foreword by S. Anthony Iannarino. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Place of publication, distribution, etc | New York : |
| Name of publisher, distributor, etc | American Management Association, |
| Date of publication, distribution, etc | c2013. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | xx, 220 p. ; |
| Dimensions | 24 cm. |
| 500 ## - GENERAL NOTE | |
| General note | Includes index. |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Foreword / by S. Anthony Iannarino -- Introduction -- Sales simplified and a dose of blunt truth -- The groundwork for a simple sales model -- The "not-so-sweet 16" reasons salespeople fail at new business development -- The company's responsibility for sales success -- A simple framework for developing new business -- Selecting targets : first for a reason -- Our sales weapons : what's in the arsenal? -- Your most important sales weapon -- Sharpening your sales story -- Your friend the phone -- Mentally preparing for the face-to-face sales call -- Structuring winning sales calls -- Preventing the buyer's reflex resistance to salespeople -- I thought I was supposed to make a presentation -- Planning and executing the attack -- Rants, raves, and reflections -- New business development selling is not complicated -- Index. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Selling. |
| 9 (RLIN) | 139847 |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Business planning. |
| 9 (RLIN) | 139848 |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | New business enterprises. |
| 9 (RLIN) | 139849 |
| 852 1# - LOCATION/CALL NUMBER | |
| -- | P17.95usd |
| 907 ## - LOCAL DATA ELEMENT G, LDG (RLIN) | |
| a | |
| b | 12-09-12 |
| c | 12-06-12 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Koha item type | Books |
| 998 ## - LOCAL CONTROL INFORMATION (RLIN) | |
| -- | audmc |
| Operator's initials, OID (RLIN) | 12-06-12 |
| Cataloger's initials, CIN (RLIN) | m |
| First Date, FD (RLIN) | a |
| -- | - |
| -- | eng |
| -- | nyu |
| -- | 0 |
| 945 ## - LOCAL PROCESSING INFORMATION (OCLC) | |
| g | 1 |
| i | 5083410 |
| j | 0 |
| l | audmc |
| o | - |
| p | 66.06 |
| q | - |
| r | - |
| s | - |
| t | 1 |
| u | 0 |
| v | 0 |
| w | 0 |
| x | 0 |
| y | i1489807x |
| z | 12-06-12 |
| Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Home library | Current library | Shelving location | Date acquired | Cost, normal purchase price | Total Checkouts | Full call number | Barcode | Date last seen | Date checked out | Cost, replacement price | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Library of Congress Classification | American University in Dubai | American University in Dubai | Main Collection | 2012-12-06 | 66.06 | 1 | HF 5438.25 .W29295 2013 | 5083410 | 2023-11-08 | 2017-03-18 | 66.06 | 2015-07-25 | Books |