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Bücher Englische Bücher Power Base Selling. Secrets of an Ivy League Street Fighter
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Power Base Selling. Secrets of an Ivy League Street Fighter
Jim Holden (Unbekannter Einband, Englisch)
★★★★★
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Beschreibung
"Holden's book is rich with wisdom and sage advice and should be required reading for any salesperson who wants to understand how to merge a sales strategy and a political strategy to win the hearts of their customers' Power Base."-Rodney D. Cotton, Vice President, Sales-United States, Baxter Healthcare, Renal Division.
"Jim Holden's book is for serious salespeople and executives who are focused… on winning. It provides insights, techniques, and everyday tools to reach the highest possible level of success. The book is most insightful and is a required reading and work tool for enterprise salespeople and executives."-Grant Evans, Vice President, Sales and Marketing Identicator Technology.
"The Holden Power Base Selling techniques have provided our sales teams with a common language from which to develop and plan strategies and tactics."- Colin Latham, President and CEO, MT&T (Canada).
"Power Base Selling is essential. The book is rich with lessons such as how to avoid being defeated by desperate 'end-games,' and how to 'snatch various victories from the jaws of defeat.' The conclusion is a revealing 'self-test.'. [Holden's] principles are more applicable today than ever."- Glenn W. Coleman, President, South Africa Branch, Lockheed Martin Overseas Services Corporation. Dieses Produkt haben wir gerade leider nicht auf Lager.
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Technische Daten
Erscheinungsdatum
12.04.1999
Sprache
Englisch
EAN
9780471327332, 9780471327332
Herausgeber
John Wiley & Sons
Autor
Jim Holden
Seitenanzahl
222
Einbandart
Broschiert
Inhaltsverzeichnis
Why Selling Skills and Good Products Are Not Enough.
THE INSIDE TRACK.
The Power Base: Finding the People with Influence.
The Power Base Principle: How Value to the Company and Recognition Build Power.
Foxes: Finding the Heart of the Power Base.
Competing from Within: How to Develop Sales Opportunities.
ENGAGING THE COMPETITION.
The Direct Strategy: Making a Frontal Assault on the Competition.
The Indirect Strategy: Pulling the Rug Out from under the Competition.
The Divisional Strategy: How to Divide and Conquer the Competition.
The Containment Strategy: Using "No-Decision" Tactics to Keep the Competition from Winning.
Setting a Competitive Sales Strategy.
Street Fighting Tactics for Keeping Competitors at Bay.
The Political Strategy.
ZEROING IN.
Should I Compete?: Targeting Your Opportunities.
Can I Win?
Epilogue.
Index.
Höhe
231 mm
Breite
15.5 cm
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