000 -LEADER |
fixed length control field |
01397cam a22002894a 4500 |
001 - CONTROL NUMBER |
control field |
16842449 |
003 - CONTROL NUMBER IDENTIFIER |
control field |
KEPU |
005 - DATE AND TIME OF LATEST TRANSACTION |
control field |
20200309123243.0 |
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
fixed length control field |
110624s2011 nyua 001 0 eng |
010 ## - LIBRARY OF CONGRESS CONTROL NUMBER |
LC control number |
2011026907 |
020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
International Standard Book Number |
9781591844358 |
040 ## - CATALOGING SOURCE |
Original cataloging agency |
DLC |
Transcribing agency |
DLC |
Modifying agency |
DLC |
042 ## - AUTHENTICATION CODE |
Authentication code |
pcc |
050 00 - LIBRARY OF CONGRESS CALL NUMBER |
Classification number |
HF5438.4 |
Item number |
.D59 2011 |
082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER |
Edition number |
23 |
100 1# - MAIN ENTRY--PERSONAL NAME |
Personal name |
Dixon, Matthew, |
Dates associated with a name |
1972- |
9 (RLIN) |
44267 |
245 14 - TITLE STATEMENT |
Title |
The challenger sale : |
Remainder of title |
taking control of the customer conversation / |
Statement of responsibility, etc |
Matthew Dixon and Brent Adamson. |
260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
Place of publication, distribution, etc |
New York : |
Name of publisher, distributor, etc |
Portfolio/Penguin, |
Date of publication, distribution, etc |
2011. |
300 ## - PHYSICAL DESCRIPTION |
Extent |
xvi, 221 p. : |
Other physical details |
ill. ; |
Dimensions |
24 cm. |
500 ## - GENERAL NOTE |
General note |
Includes index. |
505 0# - FORMATTED CONTENTS NOTE |
Formatted contents note |
The evolving journey of solution selling -- The challenger selling model -- Teach me something I don't know -- The teaching coversation -- Tailoring for resonance -- Taking control of the sale -- The manager and the challenger selling model -- Implementation lessons from the early adopters. |
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
Topical term or geographic name as entry element |
Sales management. |
9 (RLIN) |
4857 |
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
Topical term or geographic name as entry element |
Selling. |
9 (RLIN) |
11203 |
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
Topical term or geographic name as entry element |
Customer relations. |
9 (RLIN) |
37440 |
700 1# - ADDED ENTRY--PERSONAL NAME |
Personal name |
Adamson, Brent. |
9 (RLIN) |
44268 |
906 ## - LOCAL DATA ELEMENT F, LDF (RLIN) |
a |
7 |
b |
cbc |
c |
orignew |
d |
1 |
e |
ecip |
f |
20 |
g |
y-gencatlg |
942 ## - ADDED ENTRY ELEMENTS (KOHA) |
Source of classification or shelving scheme |
|
Koha item type |
General Circulation Books |
Classification part |
HF5438.4 |
Item part |
.D59 2011 |