Selling the invisible : (Record no. 271733)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 03177cam a2200421 a 4500 |
| 001 - CONTROL NUMBER | |
| control field | sellinginvisible00beck |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | CaSfIA |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20140120101936.0 |
| 007 - PHYSICAL DESCRIPTION FIXED FIELD--GENERAL INFORMATION | |
| fixed length control field | cr|||| |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 960401s1997 nyu b 000 0 eng |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER | |
| LC control number | 96016774 |
| 040 ## - CATALOGING SOURCE | |
| Original cataloging agency | |
| Transcribing agency | DLC |
| Modifying agency | BAKER |
| -- | NLGGC |
| -- | MBB |
| -- | BTCTA |
| -- | YDXCP |
| -- | TJX |
| -- | CaSfIA |
| 019 ## - | |
| -- | 36267647 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 0446520942 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9780446520942 |
| 035 ## - SYSTEM CONTROL NUMBER | |
| System control number | (OCoLC)34557300 |
| Canceled/invalid control number | (OCoLC)36267647 |
| 050 00 - LIBRARY OF CONGRESS CALL NUMBER | |
| Classification number | HD9980.5 |
| Item number | .B425 1997 |
| 082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.8 |
| Edition number | 20 |
| 084 ## - OTHER CLASSIFICATION NUMBER | |
| Classification number | 83.67 |
| Source of number | bcl |
| 084 ## - OTHER CLASSIFICATION NUMBER | |
| Classification number | 85.40 |
| Source of number | bcl |
| 029 1# - (OCLC) | |
| OCLC library identifier | NLGGC |
| System control number | 147671523 |
| 029 1# - (OCLC) | |
| OCLC library identifier | YDXCP |
| System control number | 1314041 |
| 029 1# - (OCLC) | |
| OCLC library identifier | NZ1 |
| System control number | 3757119 |
| 029 1# - (OCLC) | |
| OCLC library identifier | AU@ |
| System control number | 000012451112 |
| 100 1# - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Beckwith, Harry, |
| Dates associated with a name | 1949- |
| 245 10 - TITLE STATEMENT | |
| Title | Selling the invisible : |
| Medium | [electronic resource] |
| Remainder of title | a field guide to modern marketing / |
| Statement of responsibility, etc | Harry Beckwith. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Place of publication, distribution, etc | New York : |
| Name of publisher, distributor, etc | Warner Books, |
| Date of publication, distribution, etc | c1997. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | xx, 252 p. ; |
| Dimensions | 20 cm. |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE | |
| Bibliography, etc | Includes bibliographical references (p. 246-250). |
| 520 0# - SUMMARY, ETC. | |
| Summary, etc | "You can't touch, hear, or see your company's most important products... So how do you sell, develop, make them grow? That's the problem with services. This "phenomenal" book, as one reviewer called it, answers that question with insights on how markets work and how prospects think. A treasury of hundreds of quick, practical, and easy-to-read strategies-few are more than a page long-Selling the Invisible will open your eyes to new ideas in this crucial branch of marketing, including: * Why focus groups, value-price positioning, discount pricing, and being the best usually fail * The critical emotion that most influences your prospects-and how to deal with it * The vital role of vividness, focus, "anchors," and stereotypes * The importance of Halo, Cocktail Party, and Lake Wobegon Effects * Marketing lessons from black holes, grocery lists, the Hearsay Rule, and the fame of the Matterhorn * Dozens of proven yet consistently over-looked ideas for research, presentations, publicity, advertising, and client retention ...and much more. Based on the author's twenty-five years of experience with thousands of business professionals, this book delivers its wisdom with unforgettable and often surprising examples-from Federal Express, Citicorp, and a growing Greek travel agency...to an ingenious baby-sitter, Fran Lebowitz, and the colors of oranges and lemons. The first guide of its kind and a book already causing a sensation in the business community, Selling the Invisible will help anyone marketing a service, a product, or a career. Read it, and you almost certainly will understand why two advance reviewers call it the best book on business ever written." -- from publisher's description. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Service industries |
| General subdivision | Marketing. |
| 650 17 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Marketing. |
| Source of heading or term | gtt |
| 650 17 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Dienstensector. |
| Source of heading or term | gtt |
| 856 42 - ELECTRONIC LOCATION AND ACCESS | |
| Materials specified | Publisher description |
| Uniform Resource Identifier | <a href="http://www.loc.gov/catdir/enhancements/fy0914/96016774-d.html">http://www.loc.gov/catdir/enhancements/fy0914/96016774-d.html</a> |
| 856 41 - ELECTRONIC LOCATION AND ACCESS | |
| Uniform Resource Identifier | <a href="http://www.archive.org/details/sellinginvisible00beck">http://www.archive.org/details/sellinginvisible00beck</a> |
| Public note | Free eBook from the Internet Archive |
| 856 42 - ELECTRONIC LOCATION AND ACCESS | |
| Uniform Resource Identifier | <a href="http://www.openlibrary.org/books/OL979422M">http://www.openlibrary.org/books/OL979422M</a> |
| Public note | Additional information and access via Open Library |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Koha item type | E-BOOKS |
No items available.
