MARC details
| 000 -LEADER |
|---|
| fixed length control field |
03157nam a22003614a 4500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20250918164728.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
120626s2011 njua b 001 0 eng |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER |
|---|
| LC control number |
2010-045649 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9780470922231 ( cloth) |
| Terms of availability |
RM90.53 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
0470922230 |
| 039 #9 - LEVEL OF BIBLIOGRAPHIC CONTROL AND CODING DETAIL [OBSOLETE] |
|---|
| Level of rules in bibliographic description |
201207231018 |
| Level of effort used to assign nonsubject heading access points |
baiti |
| Level of effort used to assign subject headings |
201206261513 |
| Level of effort used to assign classification |
rahah |
| y |
06-26-2012 |
| z |
rahah |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
UKM |
| 090 ## - LOCALLY ASSIGNED LC-TYPE CALL NUMBER (OCLC); LOCAL CALL NUMBER (RLIN) |
|---|
| Classification number (OCLC) (R) ; Classification number, CALL (RLIN) (NR) |
HF5438.8.P75S348 |
| 090 ## - LOCALLY ASSIGNED LC-TYPE CALL NUMBER (OCLC); LOCAL CALL NUMBER (RLIN) |
|---|
| Classification number (OCLC) (R) ; Classification number, CALL (RLIN) (NR) |
HF5438.8.P75 |
| Local cutter number (OCLC) ; Book number/undivided call number, CALL (RLIN) |
S348 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Schultz, Mike, |
| Dates associated with a name |
1974- |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
Rainmaking conversations : |
| Remainder of title |
influence, persuade, and sell in any situation / |
| Statement of responsibility, etc. |
Mike Schultz, John E. Doerr. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. |
|---|
| Place of publication, distribution, etc. |
Hoboken, N.J. : |
| Name of publisher, distributor, etc. |
Wiley, |
| Date of publication, distribution, etc. |
c2011. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
x, 271 p. : |
| Other physical details |
ill. ; |
| Dimensions |
24 cm. |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
|---|
| Bibliography, etc. note |
Includes bibliographical references and index. |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Machine generated contents note: 1.Introduction -- 2.The Most Important Conversation You'll Ever Have -- 3.Goal and Action Planning: Making the Most Rain -- 4.Understanding and Communicating Your Value Proposition -- 5.Rapport -- 6.Aspirations and Afflictions -- 7.Impact -- 8.New Reality -- 9.Balancing Advocacy and Inquiry -- 10.Digging Deep into Needs: The Five Whys -- 11.16 Principles of Influence in Sales -- 12.Tips for Leading Rainmaking Conversations -- 13.Prospecting by Phone: Creating Rainmaking Conversations -- 14.Handling Objections -- 15.Closing Opportunities, Opening Relationships -- 16.What You Need to Know to Sell -- 17.Planning Each Rainmaking Conversation -- 18.How to Kill a Sales Conversation -- 19.Putting RAIN in Your Forecast. |
| 520 ## - SUMMARY, ETC. |
|---|
| Summary, etc. |
'Master the conversations that can make or break everything in complex sales Every conversation presents opportunity to find new opportunities, win new customers, and increase sales. Rainmaking Conversations gives you a proven system to uncover and leverage these opportunities and achieve maximum revenue results, robust relationships, and deep trust. Rainmaking Conversations is the first book to offer a research-based selling approach that can help you master the art of the sales conversation. From start to finish of each conversation, you'll make every client contact you have count towards developing sustainable sales success. Build rapport and trust from the first handshake Learn the 7 keys for leading successful business development conversations Develop winning value propositions that gets prospects excited to buy Craft winning solutions and close the deal Speed up the sales cycle Lead conversations that persuade and influence the prospect to choose you Rainmaking Conversations walks you through RAIN SellingSM-a world-class sales methodology that has helped tens of thousands of people lead powerful sales conversations and achieve breakthrough sales performance.'-- |
| Assigning source |
Provided by publisher. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Selling |
| General subdivision |
Psychological aspects. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Persuasion (Psychology) |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Influence (Psychology) |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Doerr, John E. |
| 907 ## - LOCAL DATA ELEMENT G, LDG (RLIN) |
|---|
| a |
.b15414541 |
| b |
2019-11-12 |
| c |
2019-11-12 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Koha item type |
AM |
| Suppress in OPAC |
No |
| Call number prefix |
HF5438.8.P75S348 |
| 914 ## - VTLS Number |
|---|
| VTLS Number |
vtls003506440 |
| 990 ## - EQUIVALENCES OR CROSS-REFERENCES [LOCAL, CANADA] |
|---|
| Link information for 9XX fields |
baiti |
| 991 ## - LOCAL NOTE (NAMA FAKULTI/INSTITUT/PUSAT) |
|---|
| a |
Fakulti Sains Sosial dan Kemanusiaan |
| 998 ## - LOCAL CONTROL INFORMATION (RLIN) |
|---|
| Library |
PERPUSTAKAAN TUN SERI LANANG |
| Operator's initials, OID (RLIN) |
2012-01-06 |
| Cataloger's initials, CIN (RLIN) |
m |
| Material Type (Sierra) |
Printed Books |
| Language |
English |
| Country |
|
| -- |
0 |
| -- |
.b15414541 |
