The Business Developer's Playbook : (Record no. 15614)

MARC details
000 -LEADER
fixed length control field 03362nam a2200505Ii 4500
001 - CONTROL NUMBER
control field 9780429446542
003 - CONTROL NUMBER IDENTIFIER
control field FlBoTFG
005 - DATE AND TIME OF LATEST TRANSACTION
control field 20220724194250.0
006 - FIXED-LENGTH DATA ELEMENTS--ADDITIONAL MATERIAL CHARACTERISTICS
fixed length control field m o d
007 - PHYSICAL DESCRIPTION FIXED FIELD--GENERAL INFORMATION
fixed length control field cr
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
fixed length control field 181112t20182019flu b ob 001 0 eng d
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 9780429446542
Qualifying information (e-book : PDF)
035 ## - SYSTEM CONTROL NUMBER
System control number (OCoLC)1040082327
040 ## - CATALOGING SOURCE
Original cataloging agency FlBoTFG
Transcribing agency FlBoTFG
Description conventions rda
041 1# - LANGUAGE CODE
Language code of text/sound track or separate title eng
050 #4 - LIBRARY OF CONGRESS CALL NUMBER
Classification number HF5438.25
072 #7 - SUBJECT CATEGORY CODE
Subject category code BUS
Subject category code subdivision 000000
Source bisacsh
072 #7 - SUBJECT CATEGORY CODE
Subject category code BUS
Subject category code subdivision 041000
Source bisacsh
072 #7 - SUBJECT CATEGORY CODE
Subject category code BUS
Subject category code subdivision 042000
Source bisacsh
072 #7 - SUBJECT CATEGORY CODE
Subject category code KJVS
Source bicscc
082 04 - DEWEY DECIMAL CLASSIFICATION NUMBER
Classification number 658.85
100 1# - MAIN ENTRY--PERSONAL NAME
Personal name Nixon, Peter,
Relator term author.
245 14 - TITLE STATEMENT
Title The Business Developer's Playbook :
Remainder of title Relationship Selling Principles and the DNA of Dialogue Selling /
Statement of responsibility, etc. by Peter Nixon.
250 ## - EDITION STATEMENT
Edition statement First edition.
264 #1 - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE
Place of production, publication, distribution, manufacture Boca Raton, FL :
Name of producer, publisher, distributor, manufacturer Productivity Press,
Date of production, publication, distribution, manufacture, or copyright notice [2018].
264 #4 - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE
Date of production, publication, distribution, manufacture, or copyright notice ©2019.
300 ## - PHYSICAL DESCRIPTION
Extent 1 online resource (158 pages)
336 ## - CONTENT TYPE
Content type term text
Source rdacontent
337 ## - MEDIA TYPE
Media type term computer
Source rdamedia
338 ## - CARRIER TYPE
Carrier type term online resource
Source rdacarrier
504 ## - BIBLIOGRAPHY, ETC. NOTE
Bibliography, etc. note Includes bibliographical references and index.
505 00 - FORMATTED CONTENTS NOTE
Title Preface --
-- Acknowledgments --
-- About the Author --
-- Chapter 1: What are you selling --
-- Chapter 2: The Dialogue Sales Process --
-- Chapter 3: Relationship Selling Principles --
-- Chapter 4: A business developers workday - Peters top 10 worklist --
-- Chapter 5: Other Important Sales Topics --
-- Chapter 6: Conclusion --
-- Appendix I: Relationship Selling Principles --
-- Appendix II: Dialogue Puzzle --
-- Appendix III: Dialogue Skills PRESA --
-- Appendix IV: Dialogue Methods --
-- Appendix V: Negotiation Tactics --
-- Appendix VI: Conflict De-escalation tactics --
-- Appendix VIII: Business Development roadmap.
520 3# - SUMMARY, ETC.
Summary, etc. This book is not about selling products -- it is about selling yourself, your ideas, and your services. This book explains an innovative dialogue sales process, and the relationship sales principles that underpin it. In every sales situation, there is both a seller and a buyer and, at different times, either the buyer or the seller may take the lead. The dance they perform may or may not lead to a deal, but it will leave them knowing a little more about each other's strengths and weaknesses. These two dancers are "connected" and follow the same steps -- The five steps they follow are to plan, connect, dialogue, record, and follow up. The five steps are the basis of the dialogue process.In addition, this book provides easy-to-follow guidance for three groups of people: 1. Professionals wanting to sell their services and improve their business development; 2. Thought leaders, change agents, innovators, entrepreneurs, senior public servants, and advocates wanting to sell their ideas to others; 3. Mid-career job seekers and recent graduates aiming to sell themselves into a dream job role either full or part-time.
530 ## - ADDITIONAL PHYSICAL FORM AVAILABLE NOTE
Additional physical form available note Also available in print format.
650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element BUSINESS & ECONOMICS / Management.
Source of heading or term bisacsh
650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element BUSINESS & ECONOMICS / Management Science.
Source of heading or term bisacsh
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 Business communication.
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element Negotiation.
655 #0 - INDEX TERM--GENRE/FORM
Genre/form data or focus term Electronic books.
710 2# - ADDED ENTRY--CORPORATE NAME
Corporate name or jurisdiction name as entry element Taylor and Francis.
776 08 - ADDITIONAL PHYSICAL FORM ENTRY
Relationship information Print version:
International Standard Book Number 9781138322585
856 40 - ELECTRONIC LOCATION AND ACCESS
Uniform Resource Identifier <a href="https://www.taylorfrancis.com/books/9780429446542">https://www.taylorfrancis.com/books/9780429446542</a>
Public note Click here to view.
942 ## - ADDED ENTRY ELEMENTS (KOHA)
Source of classification or shelving scheme Library of Congress Classification
Koha item type eBook

No items available.

To Reach Us

0206993118
amiu.library@amref.ac.ke

Our Location

Lang’ata Road, opposite Wilson Airport
PO Box 27691 – 00506,   Nairobi, Kenya

Social Networks

Powered by Koha