MARC details
| 000 -LEADER |
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| fixed length control field |
02463cam a22003374a 4500 |
| 001 - CONTROL NUMBER |
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| control field |
in500770677 |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
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| control field |
20180722214627.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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| fixed length control field |
110624s2011 nyua 001 0 eng |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER |
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| LC control number |
2011026907 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
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| International Standard Book Number |
1591844355 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
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| International Standard Book Number |
9781591844358 |
| 035 ## - SYSTEM CONTROL NUMBER |
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| System control number |
(OCoLC)707249860 |
| 040 ## - CATALOGING SOURCE |
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| Original cataloging agency |
DLC |
| Language of cataloging |
eng |
| Transcribing agency |
DLC |
| Modifying agency |
YDX |
| -- |
BTCTA |
| -- |
YDXCP |
| -- |
BWX |
| -- |
VP@ |
| -- |
SINLB |
| -- |
CDX |
| -- |
IJC |
| -- |
BDX |
| -- |
IG# |
| -- |
ALAUL |
| -- |
OCLCF |
| -- |
NFG |
| 042 ## - AUTHENTICATION CODE |
|---|
| Authentication code |
pcc |
| 049 ## - LOCAL HOLDINGS (OCLC) |
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| Holding library |
NFGA |
| -- |
NFNA |
| 092 ## - LOCALLY ASSIGNED DEWEY CALL NUMBER (OCLC) |
|---|
| Classification number |
658.85 |
| Item number |
D621 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Dixon, Matthew, |
| Dates associated with a name |
1972- |
| 9 (RLIN) |
232342 |
| 245 14 - TITLE STATEMENT |
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| 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 conversation -- Tailoring for resonance -- Taking control of the sale -- The manager and the challenger selling model -- Implementation lessons from the early adopters. |
| 520 ## - SUMMARY, ETC. |
|---|
| Summary, etc |
What is the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. -- Jacket. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Customer relations. |
| 9 (RLIN) |
58753 |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Sales management. |
| 9 (RLIN) |
143491 |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Selling. |
| 9 (RLIN) |
46311 |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Adamson, Brent. |
| 9 (RLIN) |
242154 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Koha item type |
Adult Book |
| 994 ## - |
|---|
| -- |
C0 |
| -- |
NFG |
| 998 ## - LOCAL CONTROL INFORMATION (RLIN) |
|---|
| -- |
007471426 |
