Selling above and below the line : (Record no. 16327)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01431nam a2200217Ia 4500 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | NULRC |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20250520102827.0 |
| 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 | 9780814434833 |
| 040 ## - CATALOGING SOURCE | |
| Transcribing agency | NULRC |
| 050 ## - LIBRARY OF CONGRESS CALL NUMBER | |
| Classification number | HF 5438.25 .M56 2015 |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Miller, William |
| Relator term | author |
| 245 #0 - TITLE STATEMENT | |
| Title | Selling above and below the line : |
| Remainder of title | convince the C-suite win over management secure the sale / |
| Statement of responsibility, etc. | William Miller |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication, distribution, etc. | New York : |
| Name of publisher, distributor, etc. | AMACOM, |
| Date of publication, distribution, etc. | c2015 |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | xviii, 236 pages : |
| Other physical details | illustrations ; |
| Dimensions | 23 cm. |
| 365 ## - TRADE PRICE | |
| Price amount | USD15.07 |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE | |
| Bibliography, etc. note | Includes index. |
| 505 ## - FORMATTED CONTENTS NOTE | |
| Formatted contents note | 1. You Are Selling More Than Just Features and Benefits -- 2. The Line That Splits the Two Parts of a Sale -- 3. Selling Below the Line -- 4. Know Your ATL Buyer -- 5. Understanding ATL Energy -- 6. Controlling the Inbound Sale -- 7. Controlling the Outbound Sale -- 8. Stage 1: Being ProActive -- 9. Basics Never Go Out of Style -- 10. Sharpen Your Executive Business Acumen -- 11. Stage 2: Don't Forget The Split -- 12. Discussions with an ATL Executive -- 13. Creating and Controlling ATL Energy -- 14. The "How" of Controlling the ATL Sale -- 15. Stage 3: Value vs. Value -- 16. Balancing Between the Lines to Accelerate the Deal -- 17. Stages 4 and 5: Getting a Decision -- 18. How to Implement ATL/BTL Selling in Your Current Process -- 19. Overall Strategizing for an Above the Line Sale |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | SELLING |
| 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 | 12/04/2017 | Purchased - Amazon | 15.07 | GC HF 5438.25 .M56 2015 | NULIB000014086 | 05/20/2025 | c.1 | 05/20/2025 | Books |