Selling professional and financial services handbook / (Record no. 64432)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 07601cam a2200877 i 4500 |
| 001 - CONTROL NUMBER | |
| control field | sulb-eb0032780 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | BD-SySUS |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20170713221343.0 |
| 006 - FIXED-LENGTH DATA ELEMENTS--ADDITIONAL MATERIAL CHARACTERISTICS | |
| fixed length control field | m o d |
| 007 - PHYSICAL DESCRIPTION FIXED FIELD--GENERAL INFORMATION | |
| fixed length control field | cr ||||||||||| |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 130807s2013 nju o 001 0 eng |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER | |
| LC control number | 2013032200 |
| 040 ## - CATALOGING SOURCE | |
| Original cataloging agency | DLC |
| Language of cataloging | eng |
| Description conventions | rda |
| -- | pn |
| Transcribing agency | DLC |
| Modifying agency | YDX |
| -- | N$T |
| -- | YDXCP |
| -- | CUI |
| -- | CDX |
| -- | DEBSZ |
| -- | RECBK |
| -- | IDEBK |
| -- | HEBIS |
| -- | OCLCF |
| -- | OCLCQ |
| -- | OCL |
| -- | DEBBG |
| -- | EBLCP |
| -- | BD-SySUS |
| 019 ## - | |
| -- | 863078369 |
| -- | 863672874 |
| -- | 865013575 |
| -- | 957735336 |
| -- | 958081431 |
| -- | 959857712 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9781118728444 |
| Qualifying information | (epub) |
| International Standard Book Number | 1118728440 |
| Qualifying information | (epub) |
| International Standard Book Number | 9781118728093 |
| Qualifying information | (pdf) |
| International Standard Book Number | 1118728092 |
| Qualifying information | (pdf) |
| International Standard Book Number | 9781118728208 |
| Qualifying information | (electronic bk.) |
| International Standard Book Number | 1118728203 |
| Qualifying information | (electronic bk.) |
| International Standard Book Number | 1306140951 |
| Qualifying information | (ebk) |
| International Standard Book Number | 9781306140959 |
| Qualifying information | (ebk) |
| Canceled/invalid ISBN | 9781118728147 |
| Qualifying information | (hardback) |
| 028 01 - PUBLISHER NUMBER | |
| Publisher number | EB00067130 |
| Source | Recorded Books |
| 029 1# - OTHER SYSTEM CONTROL NUMBER (OCLC) | |
| OCLC library identifier | CHBIS |
| System control number | 010131807 |
| OCLC library identifier | CHVBK |
| System control number | 314711996 |
| OCLC library identifier | DEBSZ |
| System control number | 405526199 |
| OCLC library identifier | NZ1 |
| System control number | 15340071 |
| OCLC library identifier | DEBBG |
| System control number | BV042740716 |
| OCLC library identifier | DEBBG |
| System control number | BV043396138 |
| 035 ## - SYSTEM CONTROL NUMBER | |
| System control number | (OCoLC)855362867 |
| Canceled/invalid control number | (OCoLC)863078369 |
| -- | (OCoLC)863672874 |
| -- | (OCoLC)865013575 |
| -- | (OCoLC)957735336 |
| -- | (OCoLC)958081431 |
| -- | (OCoLC)959857712 |
| 037 ## - SOURCE OF ACQUISITION | |
| Stock number | 545346 |
| Source of stock number/acquisition | MIL |
| 042 ## - AUTHENTICATION CODE | |
| Authentication code | pcc |
| 050 00 - LIBRARY OF CONGRESS CALL NUMBER | |
| Classification number | HG173 |
| 072 #7 - SUBJECT CATEGORY CODE | |
| Subject category code | BUS |
| Subject category code subdivision | 027000 |
| Source | bisacsh |
| 082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 332.1068/8 |
| Edition number | 23 |
| 084 ## - OTHER CLASSIFICATION NUMBER | |
| Classification number | BUS027000 |
| Number source | bisacsh |
| 049 ## - LOCAL HOLDINGS (OCLC) | |
| Holding library | MAIN |
| 100 1# - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Paczosa, Scott. |
| 245 10 - TITLE STATEMENT | |
| Title | Selling professional and financial services handbook / |
| Statement of responsibility, etc. | Scott Paczosa, Chuck Peruchini. |
| 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, Inc., |
| Date of production, publication, distribution, manufacture, or copyright notice | 2013. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 1 online resource. |
| 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 |
| 490 1# - SERIES STATEMENT | |
| Series statement | Wiley finance |
| 500 ## - GENERAL NOTE | |
| General note | Includes index. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | "Times are tough for people who sell financial services and this book offers a new solution proven in practice. The book describes methods the authors have used and taught since the 1990s, most recently at a major consulting firm, where they led a national sales team to revenue gains of 500% over four years -- in a period that included the recession of 2008-2010. Their book shows how the same approach can grow sales for public financial service firms struggling to sell to corporate and institutional clients in today's tight economy. The solution is not any new twist on face-to-face selling techniques or the art of persuasion. It's a strategic approach built around a simple fact: the markets are tight but far from static. Even with lean budgets, client companies must respond to urgent changes and emerging threats in their industries. Thus they will buy services from the sellers who can help them detect, understand, and cope with what's coming their way. The book outlines a systematic way of becoming such a valued resource. Readers learn to scan the horizon for early signs of "rock-ripple events." Major changes in the business world often spring from new developments that are little noted or heeded, at first, by the client companies soon to be affected by them. But like a rock dropped in a pond, these events set off ripples that sweep through entire industry sectors, creating must-have service needs"-- |
| Assigning source | Provided by publisher. |
| 588 0# - SOURCE OF DESCRIPTION NOTE | |
| Source of description note | Print version record and CIP data provided by publisher. |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Series; Title Page; Copyright; Dedication; Preface; Acknowledgments; A New Way to Sell; Chapter 1: Changing Times, a New Dimension: The Rock-Ripple Strategy; IT'S ALL ABOUT RECOGNIZING CHANGE; WHAT THE MAN ON THE DOORSTEP DID; SENSE THE WAVE, TRACE THE RIPPLES; THE ROCK-RIPPLE EFFECT; Chapter 2: Fields of Vision, New Relationships: On Being a Guru; WHAT DOESN'T WORK; WHAT DOES; BUILDING GURU STATUS; CREATIVE SOLUTIONS; WHAT'S NEXT?; Chapter 3: The Four-Stage Process: Why and How It Works; WHY THE FIRST MOVER WINS; GETTING STARTED, FROM WHEREVER YOU MAY CURRENTLY BE; HOW THE STAGES WORK |
| Formatted contents note | Stage 1: IDENTIFYChapter 4: The Identify Stage: What to Look For; THE INDUSTRIAL MINDSET; DEFINING AND THINKING ABOUT WHAT TO LOOK FOR; EXPERIMENTS IN MIND STRETCHING; DRAWING PARALLELS; Chapter 5: The Identify Stage: How to Look Systematically; THE ENTREPRENEURIAL MINDSET; PUTTING YOURSELF IN THE PATH; TAPPING THE INTERNET; TAPPING HUMAN INTELLIGENCE; NARROWING DOWN AND HOMING IN: HOW THE IDENTIFY PROCESS COMES TOGETHER; MOVING ON . . .; Stage 2: EVALUATE; Chapter 6: Intro to Evaluation: Basics and the First Step; THE PROCESS: FIRST THINGS FIRST; LOST IN SPACE; OTHER POSSIBLE OUTCOMES |
| Formatted contents note | NUMBERS VERSUS JUDGMENTMOVING ON; Chapter 7: Deeper Evaluation; EVALUATION POINTS; GETTING TO "NO"; A NOTE ON STRATEGY VERSUS SALES SKILLS; "YES," PLUS CONTINUOUS IMPROVEMENT; EVERY STEP COUNTS; "YES," PLUS ONE FOR THE PORTFOLIO; Stage 3: INNOVATE; Chapter 8: Innovation and Preparation; WHERE YOU STAND IN THE PROCESS; INNOVATING THE SOLUTION; THE MULTILAYERED BENEFITS OF INNOVATION; INNOVATING THE CAMPAIGN; BUILDING THE PACKAGE FOR THE SALES FORCE; BACKGROUND MATERIALS; TARGETING; THE MESSAGE AND THE TALK TRACK; THE PROFESSIONAL TEAM AND QUALIFICATIONS |
| Formatted contents note | Chapter 9: Top-of-Mind Awareness Tools and LaunchPARALLEL MARKETING EFFORTS FOR PERSISTENT ISSUES; TARGETS, TRACKING, REPORTING; THE LAUNCH CALL; Stage 4: DEPLOY; Chapter 10: Transforming How You Sell: What's New, What Isn't; A GAME PLAN, NOT BASIC COACHING; WHAT YOU ARE SETTING OUT TO DO IN THE DEPLOY STAGE; TRANSFORMATION, NOT A BLITZ; Chapter 11: Steps to Full Deployment; TRACKING, REFINING, AND EXTENDING THE INITIATIVE; WHAT'S NEXT, WHAT'S NEXT?; INITIATIVES MAY END, BUT THE PROCESS DOESN'T; BUILDING RELATIONSHIPS WITH CONTENT TOOLS AND EVENTS; SELLING TO BOTH SIDES OF THE CLIENT |
| Formatted contents note | ROUNDTABLES AND OTHER "SCALE" OUTREACH EVENTSKEEP IT SIMPLE; EXTENDING RELATIONSHIPS INTO OTHER INITIATIVES; THE MULTIPLIER EFFECT AND THE SMALL-WORLD EFFECT; INDIRECT SALES: THE ULTIMATE PAYOFF; Chapter 12: Hunting or Farming? It's Both: An Approach for New and Existing Clients; THE DOWNSIDES OF ACCOUNT-CENTRIC FARMING (AND WHY ROCK-RIPPLE IS SUPERIOR); EFFICIENCIES ON THE HUNTING SIDE; WHERE THE DIFFERENCES COME IN; INDIRECT SALES: THE BIG DIFFERENCE; Chapter 13: Where to Go from Here; BOARDING CALL: THE DESTINATION, THE TICKET; IT ALWAYS STARTS WITH WHAT'S NEXT |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Financial services industry. |
| Topical term or geographic name as entry element | Strategic planning. |
| Topical term or geographic name as entry element | Selling. |
| Topical term or geographic name as entry element | BUSINESS & ECONOMICS |
| General subdivision | Finance. |
| Source of heading or term | bisacsh |
| Topical term or geographic name as entry element | Financial services industry. |
| Source of heading or term | fast |
| Authority record control number | (OCoLC)fst00924738 |
| Topical term or geographic name as entry element | Selling. |
| Source of heading or term | fast |
| Authority record control number | (OCoLC)fst01111969 |
| Topical term or geographic name as entry element | Strategic planning. |
| Source of heading or term | fast |
| Authority record control number | (OCoLC)fst01134371 |
| 655 #4 - INDEX TERM--GENRE/FORM | |
| Genre/form data or focus term | Electronic books. |
| 700 1# - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Peruchini, Chuck. |
| 776 08 - ADDITIONAL PHYSICAL FORM ENTRY | |
| Relationship information | Print version: |
| Main entry heading | Paczosa, Scott. |
| Title | Selling professional and financial services handbook. |
| Place, publisher, and date of publication | Hoboken, New Jersey : Wiley, 2014 |
| International Standard Book Number | 9781118728147 |
| Record control number | (DLC) 2013029223 |
| -- | (OCoLC)852823598 |
| 830 #0 - SERIES ADDED ENTRY--UNIFORM TITLE | |
| Uniform title | Wiley finance series. |
| 856 40 - ELECTRONIC LOCATION AND ACCESS | |
| Uniform Resource Identifier | <a href="http://onlinelibrary.wiley.com/book/10.1002/9781118728208">http://onlinelibrary.wiley.com/book/10.1002/9781118728208</a> |
| Public note | Wiley Online Library [Free Download only for SUST IP] |
| 938 ## - | |
| -- | EBL - Ebook Library |
| -- | EBLB |
| -- | EBL4038135 |
| -- | Coutts Information Services |
| -- | COUT |
| -- | 26781025 |
| -- | EBSCOhost |
| -- | EBSC |
| -- | 663912 |
| -- | Ingram Digital eBook Collection |
| -- | IDEB |
| -- | cis26781025 |
| -- | Recorded Books, LLC |
| -- | RECE |
| -- | rbeEB00067130 |
| -- | YBP Library Services |
| -- | YANK |
| -- | 11354213 |
| -- | YBP Library Services |
| -- | YANK |
| -- | 11072456 |
| -- | YBP Library Services |
| -- | YANK |
| -- | 12677085 |
| 994 ## - | |
| -- | 92 |
| -- | DG1 |
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