MARC details
| 000 -LEADER |
|---|
| fixed length control field |
01390nam a2200277 a 4500 |
| 001 - CONTROL NUMBER |
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| control field |
vtls000060886 |
| 003 - CONTROL NUMBER IDENTIFIER |
|---|
| control field |
KUKTEM |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20251125093137.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
120601t2011 nyua f 001 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9780814417300 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
0814417302 |
| 039 #9 - LEVEL OF BIBLIOGRAPHIC CONTROL AND CODING DETAIL [OBSOLETE] |
|---|
| Level of rules in bibliographic description |
201207061229 |
| Level of effort used to assign nonsubject heading access points |
fauzi |
| -- |
201206011151 |
| -- |
sri |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
UMP |
| 090 ## - LOCALLY ASSIGNED LC-TYPE CALL NUMBER (OCLC); LOCAL CALL NUMBER (RLIN) |
|---|
| Classification number (OCLC) (R) ; Classification number, CALL (RLIN) (NR) |
HF5438.25 .N53 2011 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Nick, Michael J. |
| 245 14 - TITLE STATEMENT |
|---|
| Title |
The key to the C-suite : |
| Remainder of title |
what you need to know to sell successfully to top executives / |
| Statement of responsibility, etc. |
Michael J. Nick |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. |
|---|
| Place of publication, distribution, etc. |
New York : |
| Name of publisher, distributor, etc. |
American Management Association, |
| Date of publication, distribution, etc. |
2011 |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
xiv, 188 p. : |
| Other physical details |
ill. ; |
| Dimensions |
24 cm. |
| 500 ## - GENERAL NOTE |
|---|
| General note |
Includes index |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
The C-suite effect -- Building your value inventory -- Identifying your prospect’s threshold for pain -- Determining your value to the C-suite -- Collecting information during your sales process -- The stages of the sales process: Qualify, Discovery, Present solution, Due diligence, Close -- Creating a financial dashboard -- Presenting your C-suite findings -- Building your business case -- What they don’t teach you in sales training -- Assembling the pieces : road map to the C-suite |
| 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 |
Sales management |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Executives |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Consumer behavior |