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Power Base Selling By Jim Holden

Power Base Selling by Jim Holden

Condition - Very Good
$18.99
Only 2 left

Summary

Designed to be a practical guide to competitive selling, focusing on the skills that sales professionals need to reach their full potential. It offers advice on the politics of selling, aiming to show how to establish the right relationships with people who can give the salesperson an edge.

Power Base Selling Summary

Power Base Selling: Secrets of an Ivy League Street Fighter by Jim Holden

This practical guide focuses on competitive selling, the range of skills that sales professionals need to reach their full potential. It offers preventative measures that salespeople can take to prevent the competition from selling their products or services, revealing the components involved in gaining full control of a sales situation. A key step in this process - the politics of selling - is discussed, showing how to establish the right relationships with people who are powerful enough to give the salesperson an edge. The book will help those who are already good at selling become competitive salespeople capable of strengthening their position with the customer, while at the same time weakening the competition.

About Jim Holden

JIM HOLDEN is the founder and CEO of Holden Corporation, an internationally recognized leader in sales and marketing effectiveness. The company has pioneered the first proven methodology to align sales and marketing in today's marketplace, working with major industries worldwide, including an impressive array of Fortune 1000 companies. Holden is the author of World Class Selling: The Crossroads of Customer, Sales, Marketing and Technology, also published by Wiley.

Table of Contents

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?

Additional information

GOR001282110
9780471510338
0471510335
Power Base Selling: Secrets of an Ivy League Street Fighter by Jim Holden
Used - Very Good
Hardback
John Wiley and Sons Ltd
1990-03-16
236
N/A
Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
This is a used book - there is no escaping the fact it has been read by someone else and it will show signs of wear and previous use. Overall we expect it to be in very good condition, but if you are not entirely satisfied please get in touch with us

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