| 000 -LEADER |
|---|
| fixed length control field |
02484cam a2200421 i 4500 |
| 001 - CONTROL NUMBER |
|---|
| control field |
20567469 |
| 003 - CONTROL NUMBER IDENTIFIER |
|---|
| control field |
KPN |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20221026104918.0 |
| 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 |
180704s2018 nju o 001 0 eng |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER |
|---|
| LC control number |
2018032101 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9781119477365 (pdf) |
|
|---|
| International Standard Book Number |
9781119477372 (epub) |
|
|---|
| Canceled/invalid ISBN |
9781119477389 |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
DLC |
| Language of cataloging |
eng |
| Description conventions |
rda |
| Transcribing agency |
DLC |
| Modifying agency |
DLC |
| 042 ## - AUTHENTICATION CODE |
|---|
| Authentication code |
pcc |
| 050 00 - LIBRARY OF CONGRESS CALL NUMBER |
|---|
| Classification number |
HF5438.8.P75 |
| 082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
658.85 |
| Edition number |
23 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Blount, Jeb, |
| Relator term |
author. |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
Objections! : |
| Remainder of title |
the ultimate guide to mastering the art and science of getting past no / |
| Statement of responsibility, etc. |
by Jeb Blount. |
| 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, |
| Date of production, publication, distribution, manufacture, or copyright notice |
[2018] |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
1 online resource. |
| 336 ## - CONTENT TYPE |
|---|
| Content type term |
text |
| Source |
rdacontent |
| 337 ## - MEDIA TYPE |
|---|
| Media type term |
computer |
| Source |
rdamedia |
| 338 ## - CARRIER TYPE |
|---|
| Carrier type term |
online resource |
| Source |
rdacarrier |
| 500 ## - GENERAL NOTE |
|---|
| General note |
Includes index. |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Asking the most important discipline in sales -- How to ask -- The four objections you meet in a deal -- The science of resistance -- Objections are not rejection, but they feel that way -- The science behind the hurt -- The curse of rejection -- Rejection proof -- Avoiding objections is stupid -- Prospecting objections -- "Yes" has a number -- Red herrings -- Micro-commitment objections -- Buying commitment objections -- Bending win probability in your favor -- The relentless pursuit of yes. |
| 520 ## - SUMMARY, ETC. |
|---|
| Summary, etc. |
"Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting and Sales EQ, Jeb Blount's Objections is a comprehensive and contemporary guide that engages your heart and mind. In his signature right-to-the-point style, Jeb pulls no punches and slaps you in the face with the cold, hard truth about what's really holding you back from closing sales and reaching your income goals. Then he pulls you in with examples, stories, and lessons that teach powerful human-influence frameworks for getting past NO - even with the most challenging objections"-- |
| Assigning source |
Provided by publisher. |
| 588 ## - SOURCE OF DESCRIPTION NOTE |
|---|
| Source of description note |
Description based on print version record and CIP data provided by publisher. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Selling |
| General subdivision |
Psychological aspects. |
|
|---|
| Topical term or geographic name entry element |
Rejection (Psychology) |
|
|---|
| Topical term or geographic name entry element |
Persuasion (Psychology) |
| 776 08 - ADDITIONAL PHYSICAL FORM ENTRY |
|---|
| Relationship information |
Print version: |
| Main entry heading |
Blount, Jeb, author. |
| Title |
Objections! |
| Place, publisher, and date of publication |
Hoboken, New Jersey : Wiley, [2018] |
| International Standard Book Number |
9781119477389 |
| Record control number |
(DLC) 2018005485 |
| 906 ## - LOCAL DATA ELEMENT F, LDF (RLIN) |
|---|
| a |
7 |
| b |
cbc |
| c |
origcop |
| d |
1 |
| e |
ecip |
| f |
20 |
| g |
y-gencatlg |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
|
| Koha item type |
Book |
| Suppress in OPAC |
No |
