MARC Record from marc_nuls

LEADER: 01797cam 22003374a 4500
001 9922372240001661
005 20150423143456.0
008 030721s2004 nyua 001 0 eng
010 $a 2003016376
015 $aGBA3-U2333
020 $a0071435395 (alk. paper)
029 1 $aUKM$bbA3U2333
035 $a(CSdNU)u187951-01national_inst
035 $a(OCoLC)52729028
035 $a(OCoLC)52729028
040 $aDLC$cDLC$dYDX$dUKM
042 $apcc
049 $aCNUM
050 00 $aHF5438.25$b.E18 2004
082 00 $a658.85$222
100 1 $aEades, Keith M.
245 14 $aThe new solution selling :$bthe revolutionary sales process that is changing the way people sell /$cKeith M. Eades.
260 $aNew York :$bMcGraw-Hill,$cc2004.
300 $axvi, 299 p. :$bill. ;$c24 cm.
500 $aIncludes index.
505 0 $aSolution selling concepts -- Solutions -- Principles -- Sales process -- Creating new opportunities -- Precall planning and research -- Stimulating interest -- Define pain or critical business issue -- Diagnose before you prescribe -- Creating visions biased to your solution -- Engaging in active opportunities -- Selling when you're not first -- Vision re-engineering -- Qualify, control, close -- Gaining access to people with power -- Controlling the buying process -- Closing: reaching final agreement -- Managing the process -- Getting started with the process -- Sales management system : managers managing pipelines and salespeople -- Creating and sustaining high performance sales cultures.
650 0 $aSelling.
650 0 $aSales management.
949 $aHF5438.25 .E18 2004$i31786101584750
994 $a92$bCNU
999 $aHF 5438.25 .E18 2004$wLC$c1$i31786101584750$d6/9/2004$e5/10/2004 $f3/19/2004$g1$lCIRCSTACKS$mNULS$n1$rY$sY$tBOOK$u2/24/2004