Stephan Schiffman's telesales / (Kayıt no. 118168)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 02579cam a22003134a 4500 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 020625s2002 mau 001 0 eng |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 1580628133 |
| 040 ## - CATALOGING SOURCE | |
| Original cataloging agency | NEU |
| 041 ## - LANGUAGE CODE | |
| Language code of text/sound track or separate title | eng |
| 050 00 - LIBRARY OF CONGRESS CALL NUMBER | |
| Classification number | HF5415.1265 |
| 082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.8/4 |
| 100 1# - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Schiffman Stephan |
| 9 (RLIN) | 268922 |
| 240 10 - UNIFORM TITLE | |
| Uniform title | Telesales |
| 245 10 - TITLE STATEMENT | |
| Title | Stephan Schiffman's telesales / |
| Statement of responsibility, etc. | Stephan Schiffman. |
| 246 3# - VARYING FORM OF TITLE | |
| Title proper/short title | Stephan Schiffman's telesales |
| 250 ## - EDITION STATEMENT | |
| Edition statement | 2nd ed. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication, distribution, etc. | Avon, MA : |
| Name of publisher, distributor, etc. | Adams Media Corporation, |
| Date of publication, distribution, etc. | c2002. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | xii, 193 p. : |
| Other physical details | ill. ; |
| Dimensions | 24 cm. |
| 500 ## - GENERAL NOTE | |
| General note | Rev. ed. of: Stephan Schiffman's telemarketing. 1992. |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Introduction to the new edition -- Getting started -- A typical day -- Understand your ratios -- Tracking actual daily numbers -- The five ways you can increase your income -- Little things can mean a lot -- Your "golf grip" -- "Closing" (and its hazards) -- The four steps of the telephone sales process -- Understand the numbers - and improve your approach -- Move forward in the sales process -- Define prospects accurately -- Count the "no" answers -- The ups and downs of selling -- People respond in kind -- Interruptive marketing -- Why writing it all down is essential -- Master the game of catch -- Developing your attention statement -- Developing your identification statement -- Developing the reason for the call -- What to do if you don't get interrupted -- The department store -- "hHppy now" -- "Not interested" -- "Send literature" -- The direct question -- Put it all together -- Some variations on the standard call -- The art of leaving messages -- Another effective variation -- The art of calling back -- "I was just thinking of you" -- How to call former customers -- How to get and use connections with people at the top -- How to send the right emotional message over the phone -- The recipe for a great conversation -- The past, the present, and the future -- Ask "how" and "why" early and often -- Verify your information -- Paint a picture -- Critical point #2 -- When to stop calling -- Ten traits of world class salespeople. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Telemarketing |
| 9 (RLIN) | 399646 |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Success in business |
| 9 (RLIN) | 127634 |
| 700 1# - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Schiffman Stephan |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Call number prefix | HF5415.1265 .S35 2002 |
| Koha item type | Book |
| Total checkouts | Full call number | Barcode | Koha item type | Lost status | Damaged status | Not for loan | Withdrawn status | Home library | Current library | Shelving location |
|---|---|---|---|---|---|---|---|---|---|---|
| HF5415.1265 .S35 2002 | 3393603287 | Book | NEU Grand Library | NEU Grand Library | General Collection |