| 000 -LEADER |
|---|
| fixed length control field |
01874cam a2200265 a 4500 |
| 001 - CONTROL NUMBER |
|---|
| control field |
16583171 |
| 003 - CONTROL NUMBER IDENTIFIER |
|---|
| control field |
KEPU |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20200303112909.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
101217s2011 nyua 000 0 eng |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER |
|---|
| LC control number |
2010052522 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9780071750905 (alk. paper) |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
DLC |
| Transcribing agency |
TUK |
| Modifying agency |
DLC |
| 050 00 - LIBRARY OF CONGRESS CALL NUMBER |
|---|
| Classification number |
HF5438.5 |
| Item number |
.P48 2011 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Peterson, Erik |
| Titles and other words associated with a name |
(Economist) |
| 9 (RLIN) |
44053 |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
Conversations that win the complex sale : |
| Remainder of title |
using power messaging to create more opportunities, differentiate your solutions, and close more deals / |
| Statement of responsibility, etc |
Erik Peterson, Timothy Riesterer. |
| 250 ## - EDITION STATEMENT |
|---|
| Edition statement |
1st ed. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Place of publication, distribution, etc |
New York : |
| Name of publisher, distributor, etc |
McGraw-Hill, |
| Date of publication, distribution, etc |
c2011. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
xv, 250 p. : |
| Other physical details |
ill. ; |
| Dimensions |
24 cm. |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
The power of change -- Intentions and instincts -- Overcoming the status quo -- Bring a little bad news : if you want customers to care enough to do something different -- Everyone lives in story : even your buyers -- The power of story -- Finding your story : the value wedge -- Building your story : power positions -- You-phrasing creates engagement and ownership -- The hero model : play the right part -- The hammock -- Your power message -- Grabbers : creating impact and spiking attention -- Stories with contrast : help them see value -- Props : 3d visuals : are you serious? -- Big pictures : making the abstract more concrete : the complex more simple -- Stories, metaphors and analogies -- Messaging for the decision : old brain vs. new brain -- Proof points : pain vs. gain -- Messaging delivery : your words, voice, and body. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Sales promotion. |
| 9 (RLIN) |
2166 |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Communication in marketing. |
| 9 (RLIN) |
2167 |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Riesterer, Tim. |
| 9 (RLIN) |
44054 |
| 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 |
