Selling professional and financial services handbook / (Record no. 20760)

MARC details
000 -LEADER
fixed length control field 07118cam a2200793 i 4500
001 - CONTROL NUMBER
control field ocn855362867
003 - CONTROL NUMBER IDENTIFIER
control field OCoLC
005 - DATE AND TIME OF LATEST TRANSACTION
control field 20230823095225.0
006 - FIXED-LENGTH DATA ELEMENTS--ADDITIONAL MATERIAL CHARACTERISTICS--GENERAL INFORMATION
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
019 ## -
-- 863078369
-- 863672874
-- 865013575
-- 957735336
-- 958081431
-- 959857712
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
ISBN 9781118728444
Qualifying information (epub)
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
ISBN 1118728440
Qualifying information (epub)
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
ISBN 9781118728093
Qualifying information (pdf)
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
ISBN 1118728092
Qualifying information (pdf)
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
ISBN 9781118728208
Qualifying information (electronic bk.)
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
ISBN 1118728203
Qualifying information (electronic bk.)
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
ISBN 1306140951
Qualifying information (ebk)
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
ISBN 9781306140959
Qualifying information (ebk)
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
Cancelled/invalid ISBN 9781118728147
Qualifying information (hardback)
028 01 - PUBLISHER NUMBER
Publisher number EB00067130
Source Recorded Books
029 1# - (OCLC)
OCLC library identifier CHBIS
System control number 010131807
029 1# - (OCLC)
OCLC library identifier CHVBK
System control number 314711996
029 1# - (OCLC)
OCLC library identifier DEBSZ
System control number 405526199
029 1# - (OCLC)
OCLC library identifier NZ1
System control number 15340071
029 1# - (OCLC)
OCLC library identifier DEBBG
System control number BV042740716
029 1# - (OCLC)
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
Source of number 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 -
-- Hoboken, New Jersey :
-- John Wiley & Sons, Inc.,
-- 2013.
300 ## - PHYSICAL DESCRIPTION
Extent 1 online resource.
336 ## -
-- text
-- txt
-- rdacontent
337 ## -
-- computer
-- c
-- rdamedia
338 ## -
-- online resource
-- cr
-- 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"--
-- Provided by publisher.
588 0# -
-- 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
505 8# - FORMATTED CONTENTS NOTE
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
505 8# - FORMATTED CONTENTS NOTE
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
505 8# - FORMATTED CONTENTS NOTE
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
505 8# - FORMATTED CONTENTS NOTE
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
526 ## - STUDY PROGRAM INFORMATION NOTE
Department Finance
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element Financial services industry.
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element Strategic planning.
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element Selling.
650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element BUSINESS & ECONOMICS
General subdivision Finance.
Source of heading or term bisacsh
650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element Financial services industry.
Source of heading or term fast
-- (OCoLC)fst00924738
650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element Selling.
Source of heading or term fast
-- (OCoLC)fst01111969
650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element Strategic planning.
Source of heading or term fast
-- (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
Display text 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://dx.doi.org/10.1002/9781118728208">http://dx.doi.org/10.1002/9781118728208</a>
Public note Wiley Online Library
994 ## -
-- 92
-- DG1

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