MARC details
| 000 -LEADER |
|---|
| fixed length control field |
02672nam a22006377a 4500 |
| 003 - CONTROL NUMBER IDENTIFIER |
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| control field |
OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
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| control field |
20231110153402.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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| fixed length control field |
210630s2013 njua|||| ||| 001 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9781118379769 |
| 040 ## - CATALOGING SOURCE |
|---|
| Transcribing agency |
QCPL |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
658.85 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Sommers, Corey |
| Relator term |
author |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
Whiteboard selling |
| Remainder of title |
: empowering sales through visuals |
| Statement of responsibility, etc. |
/ Corey Sommers, David Jenkins |
| 264 #1 - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE |
|---|
| Place of production, publication, distribution, manufacture |
Hoboken, New Jersey : |
| Name of producer, publisher, distributor, manufacturer |
John Wiley & Sons, |
| Date of production, publication, distribution, manufacture, or copyright notice |
[2013] |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
xi, 244 pages : |
| Other physical details |
illustrations |
| 336 ## - Content Type |
|---|
| Source |
rdacontent |
| Content type term |
text |
| 337 ## - MEDIA TYPE |
|---|
| Source |
rdamedia |
| Media type term |
unmediated |
| 338 ## - Carrier Type |
|---|
| Source |
rdacarrier |
| Carrier type term |
volume |
| 500 ## - GENERAL NOTE |
|---|
| General note |
Includes index. |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Part 1. The end of the age of slides |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Chapter 1. The role of presentation slides in today's sales culture |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Chapter 2. The role of slides in today's sales training |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Chapter 3. Self-assessment |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Part 2. The visual selling opportunity |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Chapter 4. The power of the pen |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Chapter 5. The science behind whiteboard selling |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Chapter 6. Old disciplines, new behaviors |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Chapter 7. When to use whiteboards in the sales process |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Chapter 8. The major whiteboard types |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Chapter 9. Whiteboard case study |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Chapter 10. Whiteboard structure, flow, content, and interaction points |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Chapter 11. Qualification and discovery whiteboards |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Chapter 12. Why change whiteboards |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Chapter 13. Solution whiteboards |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Chapter 14. Competitive whiteboards |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Chapter 15. Business case whiteboards |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Chapter 16. Closing whiteboards |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Part 4. Building a whiteboard for sales |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Chapter 17. Are you ready to whiteboard? Not so fast! |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Chapter 18. Choosing the right topic for your whiteboard |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Chapter 19. Forming a working team |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Chapter 20. Taking a message inventory |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Chapter 21. The working team template |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Chapter 22. Formalizing your whiteboard design |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Chapter 23. Packaging your whiteboard |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Part 5. Enabling the field |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Chapter 24. Whiteboard test drive |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Chapter 25. Field enablement options |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Chapter 26. Measuring success |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Part 6. You have a whiteboard, so how do you present it and what do you leave behind? |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Chapter 27. Whiteboard presentation best practices |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Selling |
| General subdivision |
Audio-visual aids |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) |
|---|
| Topical term or geographic name as entry element |
Business & money |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Jenkins, David |
| Relator term |
author |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
Dewey Decimal Classification |
| Koha item type |
Book |