Questions that sell : (Record no. 3286)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01783nam a22003254a 4500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20260112063302.0 |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER | |
| LC control number | 2005-033216 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 0814473393 (pbk.) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9780814473399 |
| 035 ## - SYSTEM CONTROL NUMBER | |
| System control number | (OCoLC)ocm62324830 |
| 035 ## - SYSTEM CONTROL NUMBER | |
| System control number | 14168343 |
| 039 #9 - LEVEL OF BIBLIOGRAPHIC CONTROL AND CODING DETAIL [OBSOLETE] | |
| -- | 201101130341 |
| -- | staff |
| 050 ## - LIBRARY OF CONGRESS CALL NUMBER | |
| Classification number | HF5438.25 |
| Item number | .C485 2006 |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.85 |
| Edition information | 22 |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Cherry, Paul. |
| 245 ## - TITLE STATEMENT | |
| Title | Questions that sell : |
| Remainder of title | the powerful process for discovering what your customer really wants / |
| Statement of responsibility, etc. | Paul Cherry. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication, distribution, etc. | New York : |
| Name of publisher, distributor, etc. | Amacom, |
| Date of publication, distribution, etc. | c2006. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | vii, 181 p. : |
| Other physical details | ill. ; |
| Dimensions | 23 cm. |
| 500 ## - GENERAL NOTE | |
| General note | Includes index. |
| 505 ## - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Boring or engaging: how do your questions measure up? -- Getting to know prospective clients -- Managing business opportunities: the qualifying process -- Getting your customers talking: expansion and comparison questions -- Are you a consultant or product peddler? the educational question -- Directing the conversation: lock-on and impact questions -- Back to the future: vision questions -- Getting past "what if?" objections and stalls -- Putting it all together -- Conclusion -- Appendix A. Show me the money! how to create value so price is no longer an issue -- Appendix B. Using voice mail and e-mail -- Appendix C. Seeing the plan in action. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Selling. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Marketing research. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Customer relations. |
| 856 ## - ELECTRONIC LOCATION AND ACCESS | |
| -- | able of contents only |
| Uniform Resource Identifier | <a href=" http://www.loc.gov/catdir/toc/ecip063/2005033216.html"> http://www.loc.gov/catdir/toc/ecip063/2005033216.html</a> |
| 906 ## - LOCAL DATA ELEMENT F, LDF (RLIN) | |
| a | 7 |
| b | cbc |
| c | orignew |
| d | 1 |
| e | ecip |
| f | 20 |
| g | y-gencatlg |
| 925 ## - | |
| -- | acquire |
| -- | 2 shelf copies |
| -- | policy default |
| 991 ## - | |
| -- | VIRTUA40 |
| 991 ## - | |
| -- | VTLSSORT0080*9060*9250*9550*0100*0200*0201*0350*0400*0420*0500*0820*1000*2450*2600*3000*5000*5050*6500*6501*6502*8560*9991 |
| 909 ## - | |
| -- | 3715 |
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