MARC details
| 000 -LEADER |
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| fixed length control field |
aam a22 4500 |
| 003 - CONTROL NUMBER IDENTIFIER |
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| control field |
SPU |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
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| control field |
20181030143043.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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| fixed length control field |
180404b xxu||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
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| International Standard Book Number |
9780814438701 |
| Terms of availability |
620.00 |
| 040 ## - CATALOGING SOURCE |
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| Original cataloging agency |
SPU |
| 049 ## - LOCAL HOLDINGS (OCLC) |
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| Holding library |
SPU_CHN |
| 050 ## - LIBRARY OF CONGRESS CALL NUMBER |
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| Classification number |
HF 5438.25 |
| Item number |
C43Q 2018 |
| 100 ## - MAIN ENTRY--PERSONAL NAME |
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| 9 (RLIN) |
228648 |
| Personal name |
Cherry, Paul |
| 245 ## - TITLE STATEMENT |
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| Title |
Questions that sell: The powerful process for discovering what your customer really wants / |
| Statement of responsibility, etc. |
Paul Cherry |
| 246 ## - VARYING FORM OF TITLE |
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| Title proper/short title |
Questions that sell |
| 250 ## - EDITION STATEMENT |
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| Edition statement |
2nd ed. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. |
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| Date of publication, distribution, etc. |
2018 |
| Place of publication, distribution, etc. |
New York : |
| Name of publisher, distributor, etc. |
AMACOM, |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
xii, 227 p. : |
| Other physical details |
ill. ; |
| Dimensions |
23 cm. |
| 505 ## - FORMATTED CONTENTS NOTE |
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| Formatted contents note |
Chapter 1: A few questions about...questions page 9-12 |
| 505 ## - FORMATTED CONTENTS NOTE |
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| Formatted contents note |
Chapter 2: Deadly questions: Are your questions costing you business, leaving money on the table, and putting prospects to sleep? page 13-20 |
| 505 ## - FORMATTED CONTENTS NOTE |
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| Formatted contents note |
Chapter 3: Are you a partner or a product peddler? the educational questions page 21-30 |
| 505 ## - FORMATTED CONTENTS NOTE |
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| Formatted contents note |
Chapter 4: Lock-on questions and impact questions: How to uncover what your buyer won't-or can't-tell you page 31-48 |
| 505 ## - FORMATTED CONTENTS NOTE |
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| Formatted contents note |
Chapter 5: Opening the floodgates: The power of expansion questions page 49-54 |
| 505 ## - FORMATTED CONTENTS NOTE |
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| Formatted contents note |
Chapter 6: Comparison questions: Getting customers to think sideways page 55-62 |
| 505 ## - FORMATTED CONTENTS NOTE |
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| Formatted contents note |
Chapter 7: Vision questions: Understanding your buyer's hopes, dreams, and desires page 63-72 |
| 505 ## - FORMATTED CONTENTS NOTE |
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| Formatted contents note |
Chapter 8: Putting it all together: From prospect to close page 73-84 |
| 505 ## - FORMATTED CONTENTS NOTE |
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| Formatted contents note |
Chapter 9: Try it yourself: A sales scenario to sharpen your questioning skills page 85-94 |
| 505 ## - FORMATTED CONTENTS NOTE |
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| Formatted contents note |
Chapter 10: Qualifying questions: Get prospects to tell you why you should do business with them page 95-116 |
| 505 ## - FORMATTED CONTENTS NOTE |
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| Formatted contents note |
Chapter 11: Alien Encounters: Questions for the first meeting that get buyers to open up page 117-124 |
| 505 ## - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Chapter 12: More Problems = More Sales: Questions that enlarge the need page 125-134 |
| 505 ## - FORMATTED CONTENTS NOTE |
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| Formatted contents note |
Chapter 13: Questions About BANT: Budget, authority, need, and timing page 135-144 |
| 505 ## - FORMATTED CONTENTS NOTE |
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| Formatted contents note |
Chapter 14: For future sales, ask about the past page 145-148 |
| 505 ## - FORMATTED CONTENTS NOTE |
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| Formatted contents note |
Chapter 15: Getting to yes without all the stress: Anxiety-free closing questions page 149-156 |
| 505 ## - FORMATTED CONTENTS NOTE |
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| Formatted contents note |
Chapter 16: Upselling and cross-selling questions: Stop leaving money on the table and get your full share of the customers' business page 157-162 |
| 505 ## - FORMATTED CONTENTS NOTE |
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| Formatted contents note |
Chapter 17: Relationship-building questions: Creating intimacy and trust page 163-170 |
| 505 ## - FORMATTED CONTENTS NOTE |
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| Formatted contents note |
Chapter 18: Accountability questions: Hold buyers' feet to the fire-and have them love you for It page 171-176 |
| 505 ## - FORMATTED CONTENTS NOTE |
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| Formatted contents note |
Chapter 19: Cold calling questions that get prospects talking page 177-182 |
| 505 ## - FORMATTED CONTENTS NOTE |
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| Formatted contents note |
Chapter 20: Shots in the dark: Voice mail and email questions page 183-190 |
| 505 ## - FORMATTED CONTENTS NOTE |
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| Formatted contents note |
Chapter 21: Your very best prospects: Using referral questions to build your own pipeline page 191-196 |
| 505 ## - FORMATTED CONTENTS NOTE |
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| Formatted contents note |
Chapter 22: Social selling: Adapting tried-and-true questions for a new medium page 197-204 |
| 505 ## - FORMATTED CONTENTS NOTE |
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| Formatted contents note |
Chapter 23: The keys to the castle: Questions for gatekeepers page 205-208 |
| 505 ## - FORMATTED CONTENTS NOTE |
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| Formatted contents note |
Chapter 24: C-Suite questions: How to connect with top-level executives page 209-216 |
| 505 ## - FORMATTED CONTENTS NOTE |
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| Formatted contents note |
Chapter 25: Presentation questions: How to keep buyers awake, engaged, and wanting to hear more page 217-222 |
| 650 00 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| 9 (RLIN) |
34828 |
| Topical term or geographic name entry element |
SELLING |
| 650 00 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| 9 (RLIN) |
34106 |
| Topical term or geographic name entry element |
MARKETING RESEARCH |
| 650 00 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| 9 (RLIN) |
51318 |
| Topical term or geographic name entry element |
CUSTOMER RELATIONS |
| 850 ## - HOLDING INSTITUTION |
|---|
| Holding institution |
SPU |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
Library of Congress Classification |
| Koha item type |
General Book |
| 998 ## - STAFF NAME (SPU) |
|---|
| ผู้ลงรายการ |
ฐาปณีีภรณ์ 040418 |
| ผู้วิเคราะห์รายการ |
ฐาปณีีภรณ์ 150318 |
