MARC details
| 000 -LEADER |
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| fixed length control field |
03858nam a2200589 i 4500 |
| 001 - CONTROL NUMBER |
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| control field |
11330844 |
| 003 - CONTROL NUMBER IDENTIFIER |
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| control field |
CaPaEBR |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
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| control field |
20241023114849.0 |
| 006 - FIXED-LENGTH DATA ELEMENTS--ADDITIONAL MATERIAL CHARACTERISTICS |
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| fixed length control field |
m eo d |
| 007 - PHYSICAL DESCRIPTION FIXED FIELD--GENERAL INFORMATION |
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| fixed length control field |
cr cn |||m|||a |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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| fixed length control field |
170201s2017 nyu foab 001 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
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| International Standard Book Number |
9781631573224 |
| Qualifying information |
|
| 035 ## - SYSTEM CONTROL NUMBER |
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| System control number |
(BEP)4786751 |
| 035 ## - SYSTEM CONTROL NUMBER |
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| System control number |
(OCoLC)971245728 |
| 035 ## - SYSTEM CONTROL NUMBER |
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| System control number |
(CaBNVSL)swl00407080 |
| 040 ## - CATALOGING SOURCE |
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| Original cataloging agency |
CaBNVSL |
| Language of cataloging |
eng |
| Description conventions |
rda |
| Transcribing agency |
CaBNVSL |
| Modifying agency |
CaBNVSL |
| 050 #4 - LIBRARY OF CONGRESS CALL NUMBER |
|---|
| Classification number |
HB615 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
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| Personal name |
Onyemah, Vincent, |
| Relator term |
|
| 245 10 - TITLE STATEMENT |
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| Title |
Entrepreneurial selling : |
| Remainder of title |
the facts every entrepreneur must know / |
| Statement of responsibility, etc. |
Vincent Onyemah and Martha Rivera-Pesquera. |
| 250 ## - EDITION STATEMENT |
|---|
| Edition statement |
First edition. |
| 264 #1 - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE |
|---|
| Place of production, publication, distribution, manufacture |
New York, New York (222 East 46th Street, New York, NY 10017) : |
| Name of producer, publisher, distributor, manufacturer |
Business Expert Press, |
| Date of production, publication, distribution, manufacture, or copyright notice |
[(c)2017.] |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
1 online resource (xv, 106 pages) |
| 336 ## - CONTENT TYPE |
|---|
| Content type term |
text |
| Content type code |
txt |
| Source |
rdacontent |
| 337 ## - MEDIA TYPE |
|---|
| Media type term |
computer |
| Media type code |
c |
| Source |
rdamedia |
| 338 ## - CARRIER TYPE |
|---|
| Carrier type term |
online resource |
| Carrier type code |
cr |
| Source |
rdacarrier |
| 347 ## - DIGITAL FILE CHARACTERISTICS |
|---|
| File type |
data file |
| Source |
rda |
| 490 1# - SERIES STATEMENT |
|---|
| Series statement |
Selling and sales force management collection, |
| ISBN |
2161-8917 |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
|---|
| Bibliography, etc. note |
|
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Part I. Sales, a journey and a destination -- |
| Title |
1. Filling the void in entrepreneurial discourse -- |
| -- |
2. Why selling is vital to entrepreneurship -- |
| -- |
3. Finding the right sales model for your business -- |
| -- |
Part II. The selling process -- |
| -- |
4. Navigating your way to a yes -- |
| -- |
5. Managing interaction and engagement with prospective customers -- |
| -- |
6. Handling objections -- |
| -- |
Part III. Avoiding the pitfalls -- |
| -- |
7. The forgotten prospects -- |
| -- |
8. Other common misconceptions -- |
| -- |
9. Sales challenges and responses -- |
| -- |
10. Parting advice -- |
| -- |
Bibliography -- |
| -- |
Index. |
| 506 ## - RESTRICTIONS ON ACCESS NOTE |
|---|
| Terms governing access |
Access restricted to authorized users and institutions. |
| 520 3# - SUMMARY, ETC. |
|---|
| Summary, etc. |
Addresses the unique challenges faced by entrepreneurs in search of buy-ins for novel ideas, products, or services. In addition to describing typical hurdles, it offers strategies to win over customers, employees, financiers, suppliers, board members, and other collaborators. While most books on entrepreneurship focus on the profile of entrepreneurs and startup capital, Entrepreneurial Selling sheds light on how entrepreneurs can excel at selling to obtain resources of all kinds. The success of a novel idea hinges on identifying, reaching, engaging, and convincing different stakeholders of its merits. Basically, entrepreneurship is not possible without the ability to sell. Based on multiyear field studies and many consulting projects with entrepreneurs in Africa, Asia, Europe, Latin America, Middle East, and North America, the insight contained herein should give entrepreneurs a "leg up" by helping them to prevent costly mistakes and increase the odds of realizing their dreams. Ultimately, the goal is to move beyond wishful thinking and into a strong business foundation by facilitating early reality checks that will inform productive usage of entrepreneurs' limited resources. |
| 530 ## - COPYRIGHT INFORMATION: |
|---|
| COPYRIGHT INFORMATION |
COPYRIGHT NOT covered - Click this link to request copyright permission: |
| Uniform Resource Identifier |
<a href="b">b</a> |
| 530 ## - COPYRIGHT INFORMATION: |
|---|
| COPYRIGHT INFORMATION |
|
| 538 ## - SYSTEM DETAILS NOTE |
|---|
| System details note |
Mode of access: World Wide Web. |
| 538 ## - SYSTEM DETAILS NOTE |
|---|
| System details note |
System requirements: Adobe Acrobat reader. |
| 588 ## - SOURCE OF DESCRIPTION NOTE |
|---|
| Source of description note |
Title from PDF title page (viewed on February 1, 2017). |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Entrepreneurship. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Selling. |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
stakeholders |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
selling |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
resources |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
entrepreneurship |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
buy-ins |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
convince |
| 653 ## - INDEX TERM--UNCONTROLLED |
|---|
| Uncontrolled term |
entrepreneurs |
| 655 #0 - INDEX TERM--GENRE/FORM |
|---|
| Genre/form data or focus term |
[genre] |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Rivera-Pesquera, Martha, |
| Relator term |
|
| 776 08 - ADDITIONAL PHYSICAL FORM ENTRY |
|---|
| Relationship information |
Print version: |
| International Standard Book Number |
9781631573217 |
| 830 #0 - SERIES ADDED ENTRY--UNIFORM TITLE |
|---|
| Uniform title |
Selling and sales force management collection. |
| International Standard Serial Number |
2161-8917 |
| 856 40 - ELECTRONIC LOCATION AND ACCESS |
|---|
| Uniform Resource Identifier |
<a href="https://go.openathens.net/redirector/ciu.edu?url=https://portal.igpublish.com/iglibrary/search/BEPB0000572.html">https://go.openathens.net/redirector/ciu.edu?url=https://portal.igpublish.com/iglibrary/search/BEPB0000572.html</a> |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
Library of Congress Classification |
| Usage before 2021-2022 |
CIU |
| Koha item type |
Online Book (LOGIN USING YOUR MY CIU LOGIN AND PASSWORD) |
| VENDOR |
Business Expert Press |
| LOCATION |
ONLINE |
| Barecode |
BEP11330844 |
| 902 ## - LOCAL DATA ELEMENT B, LDB (RLIN) |
|---|
| c |
1 |
| d |
Cynthia Snell |