| 000 -LEADER |
|---|
| fixed length control field |
01232cam a22002174a 4500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20190801120649.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
091127s2010 nju 001 0 eng |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9780470567029 (cloth) |
| 041 ## - Language |
|---|
| Language code of text/sound track or separate title |
eng |
| 050 #0 - LIBRARY OF CONGRESS CALL NUMBER |
|---|
| Classification number |
HF5438.3 |
| 082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
658.872 |
| Edition number |
22 |
| Item number |
S677 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Sobczak, Art. |
| 9 (RLIN) |
25772 |
| 245 10 - IMMEDIATE SOURCE OF ACQUISITION NOTE |
|---|
| Title |
Smart calling : |
| Remainder of title |
eliminate the fear, failure, and rejection from cold calling / |
| Statement of responsibility, etc |
Art Sobczak. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Place of publication, distribution, etc |
Hoboken, N.J. : |
| Name of publisher, distributor, etc |
Wiley, |
| Date of publication, distribution, etc |
2010. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
vi, 242 p. ; |
| Dimensions |
24 cm. |
| 500 ## - GENERAL NOTE |
|---|
| General note |
Includes index. |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Cold calling is dumb, but prospecting is necessary : smart calling is the answer -- Creating your "possible value proposition" -- Intelligence gathering : making your calls smart -- Using "social engineering" to gather intelligence -- Setting smart call objectives, and never being rejected again -- More smart ideas for prior to your call -- How to be smart with voice mail -- Working with screeners, gatekeepers, and assistants -- Opening statements : what to avoid to minimize resistance -- Creating interest with smart call opening statements -- Handling early resistance on your smart calls. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Telephone selling. |
| 9 (RLIN) |
9935 |
|
|---|
| Topical term or geographic name as entry element |
Telemarketing. |
| 9 (RLIN) |
7034 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
|
| Item type |
Book |
