| 000 -LEADER |
|---|
| fixed length control field |
01763cam a2200301 a 4500 |
| 001 - CONTROL NUMBER |
|---|
| control field |
vtls003144958 |
| 003 - CONTROL NUMBER IDENTIFIER |
|---|
| control field |
MY-SjTCS |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20200226120924.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
110218s2010 maua b 001 0 eng |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9780073404837 (alk. paper) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
0073404837 (alk. paper) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9780070172470 (pbk. : Int'l ed.) |
| 039 #9 - LEVEL OF BIBLIOGRAPHIC CONTROL AND CODING DETAIL [OBSOLETE] |
|---|
| Level of rules in bibliographic description |
201102181236 |
| Level of effort used to assign nonsubject heading access points |
VLOAD |
| Level of effort used to assign subject headings |
200908051723 |
| Level of effort used to assign classification |
chon ling |
| Level of effort used to assign subject headings |
200908051554 |
| Level of effort used to assign classification |
shahriman |
| Level of effort used to assign subject headings |
200908051552 |
| Level of effort used to assign classification |
shahriman |
| -- |
200907211234 |
| -- |
chon ling |
| 082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
658.85 |
| Item number |
JOH |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Johnston, Mark W. |
| 9 (RLIN) |
15622 |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
Relationship selling / |
| Statement of responsibility, etc. |
Mark W. Johnston, Greg W. Marshall. |
| 250 ## - EDITION STATEMENT |
|---|
| Edition statement |
3rd ed. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. |
|---|
| Place of publication, distribution, etc. |
Boston : |
| Name of publisher, distributor, etc. |
McGraw-Hill/Irwin, |
| Date of publication, distribution, etc. |
c2010. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
xxvii, 452 p. : |
| Other physical details |
col. ill. ; |
| Dimensions |
26 cm. |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
|---|
| Bibliography, etc. note |
Includes bibliographical references (p. 431-439) and indexes. |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Ch. 1. Introduction to Relationship Selling -- Ch. 2. Using Information to Understand Sellers and Buyers -- Ch. 3. Value Creation in Buyer-Seller Relationships -- Ch. 4. Ethical and Legal Issues in Relationship Selling -- Ch. 5. Prospecting and Sales Call Planning -- Ch. 6. Communicating the Sales Message -- Ch. 7. Negotiating for Win-Win Solutions -- Ch. 8. Closing the Sale and Follow-up -- Ch. 9. Self-Management: Time and Territory -- Ch. 10. Salesperson Performance: Behavior, Motivation, and Role Perceptions -- Ch. 11. Recruiting and Selecting Salespeople -- Ch. 12. Training Salespeople for Sales Success -- Ch. 13. Salesperson Compensation and Incentives -- Ch. 14. Evaluating Salesperson Performance. |
| 590 ## - LOCAL NOTE (RLIN) |
|---|
| Local note |
Australian Degree Programme : MARK2013 |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Selling. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Relationship marketing. |
| 9 (RLIN) |
6704 |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Customer relations. |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Marshall, Greg W. |
| 9 (RLIN) |
15624 |
| 920 ## - Programme |
|---|
| Programme |
UNISA/5 |
| 999 ## - SYSTEM CONTROL NUMBERS (KOHA) |
|---|
| Koha biblionumber |
173164 |
| Koha biblioitemnumber |
173164 |
