MARC details
| 000 -LEADER |
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| fixed length control field |
02879mam a2200325 a 4500 |
| 001 - CONTROL NUMBER |
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| control field |
2369002 |
| 003 - CONTROL NUMBER IDENTIFIER |
|---|
| control field |
KE-NaKCAU |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
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| control field |
20121110161457.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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| fixed length control field |
971212s1998 nyua 001 0 eng |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER |
|---|
| LC control number |
97051724 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
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| International Standard Book Number |
06848666242 |
| 035 ## - SYSTEM CONTROL NUMBER |
|---|
| System control number |
(OCoLC)ocm38106543 |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
DLC |
| Transcribing agency |
KE-NaKCAU |
| Modifying agency |
OrLoB-B |
| 050 00 - LIBRARY OF CONGRESS CALL NUMBER |
|---|
| Classification number |
HF5438.25 |
| Item number |
.J657 1998 |
| 082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
658.8/1 |
| Edition number |
21 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Jolles, Robert L. |
| Dates associated with a name |
1957- |
| 9 (RLIN) |
9812 |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
Customer centered selling : |
| Remainder of title |
eight steps to success from the world's best sales force / |
| Statement of responsibility, etc |
Robert L. Jolles. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Place of publication, distribution, etc |
London : |
| Name of publisher, distributor, etc |
Simon & Schuster, |
| Date of publication, distribution, etc |
c1998. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
xiii, 364 p. : |
| Other physical details |
ill. ; |
| Dimensions |
25 cm. |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
|---|
| Bibliography, etc |
Includes index. |
| 505 00 - FORMATTED CONTENTS NOTE |
|---|
| Miscellaneous information |
1. |
| Title |
The Selling Dilemma -- |
| Miscellaneous information |
2. |
| Title |
Your Behavioral Cycle -- |
| Miscellaneous information |
3. |
| Title |
Marrying the Product to the Process -- |
| Miscellaneous information |
4. |
| Title |
The Customer Centered Selling Process -- |
| Miscellaneous information |
5. |
| Title |
The Customer Centered Decision Cycle -- |
| Miscellaneous information |
6. |
| Title |
Teaching Salespeople to ... Fail! -- |
| Miscellaneous information |
7. |
| Title |
Exposing the Biggest Myths in Selling -- |
| Miscellaneous information |
8. |
| Title |
Questioning Techniques -- |
| Miscellaneous information |
9. |
| Title |
The Customer Centered Selling Cycle -- |
| Miscellaneous information |
10. |
| Title |
The Research Stage: The Value of a Good Conversation -- |
| Miscellaneous information |
11. |
| Title |
The Analysis Stage: The Best-Kept Secret in Selling -- |
| Miscellaneous information |
12. |
| Title |
The Confirmation Stage: Getting Past the First Decision Point -- |
| Miscellaneous information |
13. |
| Title |
The Requirement Stage: Discovering the Solution -- |
| Miscellaneous information |
14. |
| Title |
The Specification Stage: Locking Out Misunderstandings ... and the Competition -- |
| Miscellaneous information |
15. |
| Title |
The Solution Stage: Putting Your Product Knowledge on Display -- |
| Miscellaneous information |
16. |
| Title |
The Close Stage: Earning the Right to Close -- |
| Miscellaneous information |
17. |
| Title |
The Maintenance Stage: Restarting the Process -- |
| Miscellaneous information |
18. |
| Title |
The Opening Tactic -- |
| Miscellaneous information |
19. |
| Title |
The Objection-Handing Tactic -- |
| Miscellaneous information |
20. |
| Title |
Strategic Decision Making -- |
| Miscellaneous information |
21. |
| Title |
Making the Process Stick -- |
| 505 80 - FORMATTED CONTENTS NOTE |
|---|
| Miscellaneous information |
22. |
| Title |
Some Final Thoughts -- |
| Miscellaneous information |
App. |
| Title |
The Stages of the Decision Cycle and the Selling Cycle -- |
| -- |
Customer Centered Selling Worksheets. |
| 520 1# - SUMMARY, ETC. |
|---|
| Summary, etc |
"Customer Centered Selling teaches you the secret of the world-famous Xerox sales training program. The secret, Jolles reveals, is reversing the conventional selling practice. You must focus first on your customer's needs and decision-making process, instead of on the selling process.". |
| 520 8# - SUMMARY, ETC. |
|---|
| Summary, etc |
"At the heart of these lessons is the simple but brilliant role-reversing concept of taking an idea and planting it in the mind of your customer - making the customer believe he or she thought of it first. Jolles teaches a repeatable, predictable selling process that can be adapted or modified to fit any experience that requires the skills of persuasion. |
| 520 8# - SUMMARY, ETC. |
|---|
| Summary, etc |
The book includes a series of case studies, activities, and exercises that enable you to better understand the principles being taught, so you can immediately apply them to your own unique scenarios."--BOOK JACKET. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Selling. |
| 9 (RLIN) |
2460 |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Success in business. |
| 9 (RLIN) |
515 |
| 900 ## - EQUIVALENCE OR CROSS-REFERENCE-PERSONAL NAME [LOCAL, CANADA] |
|---|
| Numeration |
TOC |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
Library of Congress Classification |
| Koha item type |
Books |