Selling, principles and practices / (Record no. 2865)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01324pam a2200277 a 4500 |
| 001 - CONTROL NUMBER | |
| control field | 3733578 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | ZET-ke |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20190814142705.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 810916s1982 nyu b 001 0 eng |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER | |
| LC control number | 81015660 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9780070093560 |
| 040 ## - CATALOGING SOURCE | |
| Original cataloging agency | DLC |
| Transcribing agency | DLC |
| Modifying agency | ZET-ke |
| Language of cataloging | eng |
| 050 10 - LIBRARY OF CONGRESS CALL NUMBER | |
| Classification number | HF5438.25 |
| Item number | .B88 1992 |
| 100 1# - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Buskirk, Richard H. |
| 245 10 - TITLE STATEMENT | |
| Title | Selling, principles and practices / |
| Statement of responsibility, etc | Richard H. Buskirk and Bruce D. Buskirk. |
| 250 ## - EDITION STATEMENT | |
| Edition statement | 13th ed. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Place of publication, distribution, etc | New York : |
| Name of publisher, distributor, etc | McGraw-Hill, |
| Date of publication, distribution, etc | c1992. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | xviii, 551 p. ; |
| Dimensions | 24 cm. |
| 440 #0 - SERIES STATEMENT/ADDED ENTRY--TITLE | |
| Title | McGraw-Hill series in marketing. |
| 500 ## - GENERAL NOTE | |
| General note | Earlier eds. published under title: Textbook of salesmanship. |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE | |
| Bibliography, etc | Includes bibliographical references and indexes. |
| 505 ## - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Selling-basic human behavior -- You -- The job -- Why people buy -- The art of persuasion -- Prospecting -- Planning the sale -- The approach -- The sales interview I -- The sales interview II -- Handling objections I -- Handling objections II -- Negotiations -- The close -- Account management -- Sales management I -- Sales management II -- Legal and ethical problems in selling -- Telemarketing systems -- Retail selling -- Business to business selling. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Selling. |
| 700 1# - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Buskirk, Bruce D. |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Library of Congress Classification |
| Koha item type | Books |
| Call number prefix | HF5438.25 |
| Call number suffix | .B88 1992 |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Collection code | Home library | Current library | Shelving location | Date acquired | Inventory number | Total Checkouts | Full call number | Barcode | Date last seen | Date checked out | Copy number | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Library of Congress Classification | Non-fiction | Zetech Library - TRC | Zetech Library - TRC | General Stacks | 23/10/2015 | 4755 | 4 | HF5438.25 .B88 1992 | Z006301 | 04/01/2024 | 15/06/2023 | C.1 | 23/10/2015 | Books |