MARC Record from marc_nuls

LEADER: 02114cam 22003134a 4500
001 9920165750001661
005 20150423124720.0
008 051102s2006 nyua 001 0 eng
010 $a 2005031036
020 $a0071461949 (alk. paper)
035 $a(CSdNU)u273355-01national_inst
035 $a(OCoLC)62281389
040 $aDLC$cDLC$dYDX$dIXA$dVP@$dBAKER
042 $apcc
049 $aCNUM
050 00 $aHF5438.25$b.G732 2006
082 00 $a658.85$222
100 1 $aGreen, Charles H.
245 10 $aTrust-based selling :$busing customer focus and collaboration to build long-term relationships /$cCharles H. Green.
260 $aNew York :$bMcGraw-Hill,$cc2006.
300 $axv, 265 p. :$bill. ;$c24 cm.
500 $aIncludes index.
505 0 $aUnderstanding buying and selling -- How buyers buy -- Trust-based selling -- The business case for trust -- A primer on trust -- How its done: trust-based selling in action -- Trust is not a business process -- Live the principles -- Sell by doing, not by telling -- Avoid mistakes in the trust creation process -- Check your ego at the door -- The relationship is not the sum of the transactions -- The new ABCs: dont always be closing -- Build trust into your negotiations -- Be a radical truth-teller -- Make listening a gift, not a skill -- Work the same side of the table -- Pick the right customers -- Answering the six toughest sales questions -- Walking the walk-small things add up -- Barriers and challenges -- The high cost of winning -- Attitude and other obstacles to trust in selling -- Teach product people sales, or salespeople product? -- Differentiation by selling, not branding -- Talking straight about price -- Dealing with rfps and purchasing agents -- Killing trust with measurements and rewards.
650 0 $aSelling.
650 0 $aCustomer relations.
938 $aBaker & Taylor$bBKTY$c27.95$d20.96$i0071461949$n0006462180$sactive
949 $aHF 5438.25 .G732 2006$i31786102083026
994 $a92$bCNU
999 $aHF 5438.25 .G732 2006$wLC$c1$i31786102083026$d3/22/2011$e3/9/2011 $lCIRCSTACKS$mNULS$n1$rY$sY$tBOOK$u6/2/2006