| 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 |
