Professional selling / (Record no. 12062)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01266nam a2200241Ia 4500 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | NULRC |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20250520100716.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 250520s9999 xx 000 0 und d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9789814416535 |
| 040 ## - CATALOGING SOURCE | |
| Transcribing agency | NULRC |
| 050 ## - LIBRARY OF CONGRESS CALL NUMBER | |
| Classification number | HF 5438.25 .P76 2012 |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Ingram, Thomas N. |
| Relator term | author |
| 245 #0 - TITLE STATEMENT | |
| Title | Professional selling / |
| Statement of responsibility, etc. | Thomas N. Ingram, Raymond W. LaForge, Ramon A. Avila and Charles H. Schwepker |
| 250 ## - EDITION STATEMENT | |
| Edition statement | Fifth Edition / Philippine Edition |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication, distribution, etc. | Singapore : |
| Name of publisher, distributor, etc. | Cengage Learning Asia Pte Ltd, |
| Date of publication, distribution, etc. | c2012 |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 296 pages : |
| Other physical details | illustrations ; |
| Dimensions | 26 cm. |
| 365 ## - TRADE PRICE | |
| Price amount | PHP458 |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE | |
| Bibliography, etc. note | Includes index. |
| 505 ## - FORMATTED CONTENTS NOTE | |
| Formatted contents note | 1. Overview of personal selling -- 2. Building trust and sales ethics -- 3. Understanding buyers -- 4. Communication skills -- 5. Strategic prospecting and preparing for sales dialogue -- 6. Planning sales dialogues and presentations -- 7. Sales dialogue: creating and communicating value -- 8. Addressing concerns and earning commitment -- 9. Expanding customer relationships -- 10. Adding value: self-leadership and teamwork -- 11. Sales management and sales 2.0 |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | SELLING |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | LaForge, Raymond W.; Avila, Ramon A.;Schwepker, Charles H. |
| Relator term | co-author;co-author;co-author |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Library of Congress Classification |
| Koha item type | Books |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Collection | Home library | Current library | Shelving location | Date acquired | Source of acquisition | Cost, normal purchase price | Total checkouts | Full call number | Barcode | Date last seen | Copy number | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Library of Congress Classification | Gen. Ed. - CBA | LRC - Annex II | National University - Manila | General Circulation | 07/27/2015 | Purchased - C&E | 458.00 | GC HF 5438.25 .P76 2012 c.2 | NULIB000009821 | 05/20/2025 | c.2 | 05/20/2025 | Books |