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00000cam a2200000 7i4500 |
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20110301093000.0 |
| 008 |
110220s2009 nyu eng |
| 020 |
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|a 0814415288 (electronic bk.)
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| 020 |
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|a 9780814415276
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| 020 |
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|a 9780814415283 (electronic bk.)
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| 090 |
0 |
0 |
|a HF5438.25
|b .W2983 2009
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| 100 |
1 |
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|a Wilkinson, Michael ,
|d 1957- ,
|e author
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| 245 |
1 |
0 |
|a Buying styles [electronic resource] :
|b simple lessons in selling the way your customer buys
|c Michael Wilkinson ; with Richard Smith, Tierah Chorba, and Lynn Sokler
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| 260 |
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|a New York :
|b American Management Association ,
|c c2009
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| 300 |
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|a 1 online resource (viii, 150 p.) :
|b ill
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| 500 |
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|a Description based on print version record
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| 504 |
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|a Includes bibliographical references
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| 505 |
0 |
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|a 1. Looking for solutions -- 2. Identifying the behaviors we hate from customers -- 3. Recognizing the four basic buying styles -- 4. Selling to your boss -- 5. Identifying the buying styles of others -- 6. Comparing selling styles and buying styles -- 7. Tailoring your sales approach to your customer's buying style -- 8. Recognizing style clashes -- 9. Planning your next steps -- 10. One year later
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| 520 |
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|a Presents a fictional situation in which a salesperson has just lost a major sale... and decides to find out why. This book contains tips, checklists, and on-the-go references, that unveils insights for successfully selling to anyone.
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| 650 |
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|a Consumer satisfaction
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| 650 |
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0 |
|a Consumers' preferences
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| 650 |
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0 |
|a Selling
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| 856 |
4 |
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|3 NetLibrary
|u http://www.netlibrary.com/urlapi.asp?action=summary&v=1&bookid=284214
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| 999 |
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|a 1000136636
|b Electronic Resource
|c OPEN SHELF (30 DAYS)
|e Gong Badak Campus
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