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LEADER 00000cam a2200793Ma 4500 
001    869801478 
003    OCoLC 
005    20240129213017.0 
006    m     o  d         
007    cr zn||||||||| 
008    121011s2012    nyua    ob    001 0 eng d 
010      2011040069 
019    775863658|a778957018|a816880996|a819322411|a1151780613
       |a1153029671|a1165391993|a1175677800|a1192329047
       |a1262685102 
020    9780071769747|q(electronic bk.) 
020    0071769749|q(electronic bk.) 
020    1283395657 
020    9781283395656 
020    |q(hardback ;|qacid-free paper) 
020    |q(hardback ;|qacid-free paper) 
024 8  9786613395658 
029 1  AU@|b000053284359 
029 1  AU@|b000065315039 
029 1  AU@|b000066233231 
029 1  AU@|b000066525785 
029 1  AU@|b000067090933 
029 1  AU@|b000069005734 
035    (OCoLC)869801478|z(OCoLC)775863658|z(OCoLC)778957018
       |z(OCoLC)816880996|z(OCoLC)819322411|z(OCoLC)1151780613
       |z(OCoLC)1153029671|z(OCoLC)1165391993|z(OCoLC)1175677800
       |z(OCoLC)1192329047|z(OCoLC)1262685102 
037    339565|bMIL 
037    EBC3EB8D-366D-433F-8438-02771C2A45C5|bOverDrive, Inc.
       |nhttp://www.overdrive.com 
040    CEF|beng|epn|cCEF|dCEF|dOCLCQ|dD6H|dTOH|dINARC|dUKAHL
       |dOCLCQ|dVT2|dOCLCF|dYDX|dCZL|dOCLCO|dOCLCQ|dOCLCO 
049    INap 
082 04 658.85 
082 04 658.85|223 
099    eBook O'Reilly for Public Libraries 
100 1  Bosworth, Michael T. 
245 10 What great salespeople do :|bthe science of selling 
       through emotional connection and the power of story /
       |cMichael Bosworth, Ben Zoldan.|h[O'Reilly electronic 
       resource] 
246 30 Science of selling through emotional connection and the 
       power of story 
260    New York :|bMcGraw-Hill,|c©2012. 
300    1 online resource 
336    text|btxt|2rdacontent 
337    computer|bc|2rdamedia 
338    online resource|bcr|2rdacarrier 
500    Title from title screen. 
500    Includes index. 
504    Includes bibliographical references and index. 
505 0  Cover -- Contents -- Appreciation -- Introduction -- 
       Chapter 1 The Old Paradigm -- Chapter 2 Earth Is No Longer
       the Center of the Universe -- Chapter 3 The Hidden Power 
       of Vulnerability -- Chapter 4 Our Brains on Story -- 
       Chapter 5 Story Building -- Chapter 6 Stories for Selling 
       -- Chapter 7 The Collaboration: Storytelling and Story 
       Tending -- Chapter 8 Empathic Listening -- Chapter 9 
       Shifting the Herd: The Enterprise Sale -- Chapter 10 The 
       "Storiable" Organization -- Chapter 11 Continuing the 
       Journey -- Index. 
520    This groundbreaking book offers extraordinary insight into
       the greatest mystery in sales: how the very best 
       salespeople consistently and successfully influence change
       in others, inspiring their customers to say yes. Top-
       performing salespeople have always had a knack for forging
       connections and building relationships with buyers. Until 
       now, this has been considered an innate talent. What Great
       Salespeople Do challenges some of the most widely accepted
       paradigms in selling in order to prove that influencing 
       change in buyers is a skill that anyone can learn. The 
       creator of Solution Selling and CustomerCentric Selling, 
       Michael Bosworth, along with veteran sales executive Ben 
       Zoldan, synthesize discoveries in neuroscience, psychology,
       sociology, anthropology, and other disciplines, combining 
       it all into a field-tested framework-helping you break 
       down barriers, build trust, forge meaningful relationships,
       and win more customers. 
590    O'Reilly|bO'Reilly Online Learning: Academic/Public 
       Library Edition 
650  0 Selling. 
650  0 Sales management. 
650  0 Marketing. 
650  6 Vente. 
650  6 Ventes|xGestion. 
650  6 Marketing. 
650  7 selling.|2aat 
650  7 marketing.|2aat 
650  7 Marketing|2fast 
650  7 Sales management|2fast 
650  7 Selling|2fast 
700 1  Zoldan, Ben. 
730 0  BusinessPro. 
776 08 |iPrint version:|z9786613395658|w(DLC)  2011040069 
856 40 |uhttps://ezproxy.naperville-lib.org/login?url=https://
       learning.oreilly.com/library/view/~/9780071769716/?ar
       |zAvailable on O'Reilly for Public Libraries 
938    Askews and Holts Library Services|bASKH|nAH24089411 
938    Coutts Information Services|bCOUT|n20497358 
938    ProQuest MyiLibrary Digital eBook Collection|bIDEB|n339565
938    Internet Archive|bINAR|nwhatgreatsalespe00bosw 
938    YBP Library Services|bYANK|n16840649 
994    92|bJFN