How clients buy : (Record no. 9681)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01640nam a22002057a 4500 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 230802b ||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9781119434702(hb.) |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.46 |
| Item number | MCM |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | McMakin, Tom |
| 245 ## - TITLE STATEMENT | |
| Title | How clients buy : |
| Remainder of title | a practical guide to business development for consulting and professional services |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Place of publication, distribution, etc. | New Jersey |
| Name of publisher, distributor, etc. | John Wiley & Sons |
| Date of publication, distribution, etc. | 2018 |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | ix, 256p. |
| 500 ## - GENERAL NOTE | |
| General note | https://www.wiley.com/en-us/How+Clients+Buy:+A+Practical+Guide+to+Business+Development+for+Consulting+and+Professional+Services-p-9781119434702 |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | "The real-world guide to selling your services and bringing in business<br/>How Clients Buy is the much-needed guide to selling your services. If you're one of the millions of people whose skills are the 'product,' you know that you cannot be successful unless you bring in clients. The problem is, you're trained to do your job—not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or 'behind' when it comes to courting clients, an unfamiliar territory where you're never quite sure of the line between under- and over-selling. This book comes to the rescue with real, practical advice for selling what you do. You'll have to unlearn everything you know about sales, but then you'll learn new skills that will help you make connections, develop rapport, create interest, earn trust, and turn prospects into clients." |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Consultants--Marketing |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Customer relations |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Organizational behavior |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Fletcher, Douglas |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Koha item type | Book |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| 9 (RLIN) | 9926 |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| 9 (RLIN) | 771 |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| 9 (RLIN) | 629 |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| 9 (RLIN) | 9937 |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Collection code | bill no. | bill date | Home library | Current library | Date acquired | Source of acquisition | Cost, normal purchase price | Total Checkouts | Full call number | Barcode | Date last seen | Date checked out | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Dewey Decimal Classification | Management | 132/23-24 | 10/07/2023 | Plaksha University Library | Plaksha University Library | 02/08/2023 | T V Enterprises | 2473.70 | 1 | 658.46 MCM | 004360 | 17/12/2023 | 23/10/2023 | 02/08/2023 | Book |