THE EXPANSION SALE : (Record no. 181397)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 02444nam a2200349 i 4500 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20211216123259.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 210120t20202020nyuad er 001 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9781260462753 |
| Terms of availability | RM132.00 |
| Qualifying information | hardback |
| 040 ## - CATALOGING SOURCE | |
| Original cataloging agency | PPAK |
| Language of cataloging | eng |
| Transcribing agency | PPAK |
| Description conventions | rda |
| 082 04 - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Edition number | 23 |
| Classification number | 658.812 |
| 090 00 - LOCALLY ASSIGNED LC-TYPE CALL NUMBER (OCLC); LOCAL CALL NUMBER (RLIN) | |
| Classification number (OCLC) (R) ; Classification number, CALL (RLIN) (NR) | 658.812 |
| Feature heading | PET |
| Feature heading | R |
| 100 1# - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Peterson, Erik, |
| Relator term | author. |
| 245 10 - TITLE STATEMENT | |
| Title | THE EXPANSION SALE : |
| Remainder of title | Four Must-Win Conversations to keep and Grow Your Customers / |
| Statement of responsibility, etc. | ERIK PETERSON . TIM RIESTERER In collaboration with DR. NICK LEE . ROB PERRILLEON . JOE COLLINS . DOUG HUTTON . LESLIE TALBOT |
| 264 #1 - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE | |
| Place of production, publication, distribution, manufacture | New York : |
| Name of producer, publisher, distributor, manufacturer | McGraw-Hill Education, |
| Date of production, publication, distribution, manufacture, or copyright notice | [2020] |
| Date of production, publication, distribution, manufacture, or copyright notice | ©2020 |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | xix, 231 pages : |
| Other physical details | colour illustrations, colour charts ; |
| Dimensions | 24 cm |
| 336 ## - CONTENT TYPE | |
| Source | rdacontent |
| Content type term | text |
| 337 ## - MEDIA TYPE | |
| Source | rdamedia |
| Media type term | unmediated |
| 338 ## - CARRIER TYPE | |
| Source | rdacarrier |
| Carrier type term | volume |
| 500 ## - GENERAL NOTE | |
| General note | Includes index |
| 505 ## - FORMATTED CONTENTS NOTE | |
| Title | PART I DEVELOPING THE EXPANSION MESSAGE --<br/>1 Acquisition Does Not Equal Expansion --<br/> |
| -- | 2 Expansion Messaging-Mission Critical, but Missing in Action --<br/> |
| -- | 3 Why Stay and the Psychology Behind Renewals -- |
| -- | 4 Cracking the Code on the Price Increase Conversation --<br/> |
| -- | 5 Why Pay More-A Framework for Improving Your Price Increase Conversations --<br/> |
| -- | 6 Messaging for the Upsell-The Why Evolve Conversation -- |
| -- | 7 The Winning Why Evolve Message Framework 8 "Sorry" Shouldn't Be the Hardest Word- Apology Science and the Expansion Sale --<br/> |
| -- | 9 The Winning Why Forgive Message Framework --<br/>PART II DELIVERING THE EXPANSION MESSAGE -- |
| -- | 10 The Right Message at the Right Time-Mastering Situational Fluency --<br/> |
| -- | 11 Delivering the Message-Essential Skills for the Expansion Seller --<br/> |
| -- | 12 Navigating the Conversation-Advanced Skills for the Expansion Seller -- |
| -- | 13 Expansion Messaging as a Commercial Strategy --<br/> |
| -- | 14 Parting Thoughts -- |
| -- | _Real-World Examples -- |
| -- | Index -- |
| -- | About the Authors |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | Providing everything you need to seize the competitive edge in the customer-success space, this book offers clear, easy-to-apply messaging frameworks for creating and delivering winning conversations in the four must-win commercial moments of customer success. -- |
| 650 10 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Customer equity. |
| Source of heading or term | Customer loyalty. |
| 700 1# - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Riesterer, Tim, |
| Relator term | author. |
| Personal name | Perrilleon, Rob, |
| Relator term | author. |
| Personal name | Collins, Joe, |
| Relator term | author. |
| Personal name | Hutton, Doug, |
| Relator term | author. |
| Personal name | Talbot, Leslie, |
| Relator term | author. |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| Koha item type | Book |
| Withdrawn | Not for loan | Current library | Shelving location | Date acquired | Full call number | Barcode | Date last seen | Koha item type |
|---|---|---|---|---|---|---|---|---|
| Not For Loan | Perpustakaan Alor Setar | Rujukan Dewasa | 09/02/2021 | R 658.812 PET | A01673853 | 09/02/2021 | Book | |
| Not For Loan | Perpustakaan Alor Setar | Rujukan Dewasa | 25/01/2022 | R 658.812 PET | A01720563 | 25/01/2022 | Book | |
| Perpustakaan Alor Setar | Pinjaman Dewasa | 26/01/2022 | 658.812 PET | A01720630 | 26/01/2022 | Book | ||
| Not For Loan | Perpustakaan Awam Sungai Petani | Rujukan Dewasa | 25/01/2022 | R 658.812 PET | A01720564 | 25/01/2022 | Book | |
| Perpustakaan Awam Sungai Petani | Pinjaman Dewasa | 26/01/2022 | 658.812 PET | A01720631 | 26/01/2022 | Book | ||
| Not For Loan | Perpustakaan Kulim | Rujukan Dewasa | 25/01/2022 | R 658.812 PET | A01720565 | 25/01/2022 | Book |