MARC record from Internet Archive

LEADER: 02853cam 2200397 a 4500
001 ocm30319359
003 OCoLC
005 20181206201739.0
008 940404t19941993ilua 001 0 eng
010 $a 94016183
040 $aDLC$beng$cDLC$dBTCTA$dYDXCP$dBAKER$dEXW$dOCLCO$dOCLCF$dOCLCQ
020 $a0844235431
020 $a9780844235431
035 $a(OCoLC)30319359
050 00 $aHF5415.126$b.B57 1994
082 00 $a658.8/48$220
100 1 $aBird, Drayton.
245 10 $aCommonsense direct marketing /$cDrayton Bird.
250 $aFully rev., 3rd ed.
260 $aLincolnwood, Ill. :$bNTC Business Books,$c1994, ℗♭1993.
300 $a373 pages :$billustrations ;$c24 cm
336 $atext$btxt$2rdacontent
337 $aunmediated$bn$2rdamedia
338 $avolume$bnc$2rdacarrier
500 $aIncludes index.
505 00 $tBeginnings --$tThe amateur approach --$tThe difficult approach --$tSome valuable discoveries --$tThe mysterious rise of direct marketing --$tA paradox --$tYour timing is good --$tThe Three Graces of Direct Marketing --$tShort-term thinking --$tTo make and keep a customer --$tWhat is direct marketing? --$tThe Three Graces of direct marketing --$tHow your customer is changing --$tControllability: an important benefit --$tGiving your customer a better service --$tThe spiral of prosperity --$tDirect Marketing Can Do More Than You Think --$tWhat can you sell? --$tThe role of direct marketing --$tFive major objectives of direct marketers ... --$t... And four ways to achieve them --$tWhich names are best? --$tHow to Get Started --$tDoes your business have a continuing relationship built in? --$tSales-force help --$tSome pertinent questions --$tUse your names --$tRetail problems --$tThe key to profit --$tEmployers and shareholders --$tWho complains? --$tWhat mail order teaches --$tThree major errors --$tWhat should you sell? --$tCan you offer a good deal? --$tAsk your customers --$tHow does it compare? --$tPay the right price --$tDon't over order --$tWhere to look --$tPositioning and Other Mysteries Explained --$tSound advice on boasting --$tWould a salesman do this? --$tAdded value --$tUnique selling proposition --$tPositioning: today's theory --$tChanging the rules --$tGeneral advertising and positioning --$tHow to Plan Clearly --$tEleven steps to success --$tFive questions you must answer --$tKeep in touch --$tHow to understand your customers better.
650 0 $aDirect marketing.
650 7 $aDirect marketing.$2fast$0(OCoLC)fst00894544
938 $aBaker & Taylor$bBKTY$c37.95$d28.46$i0844235431$n0002482950$sactive
938 $aBaker and Taylor$bBTCP$n94016183
938 $aYBP Library Services$bYANK$n835645
029 1 $aAU@$b000010901657
029 1 $aNZ1$b4458052
029 1 $aYDXCP$b835645
994 $aZ0$bP4A
948 $hNO HOLDINGS IN P4A - 105 OTHER HOLDINGS