Power Base Selling: Secrets of an Ivy League Street Fighter

Valutazione media 3,81
( su 53 valutazioni fornite da Goodreads )
 
9780471327332: Power Base Selling: Secrets of an Ivy League Street Fighter

"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.

Le informazioni nella sezione "Riassunto" possono far riferimento a edizioni diverse di questo titolo.

From the Publisher:

Focuses on competitive selling: the range of skills that sales professionals need to reach their full potential. It offers practical, step-by-step advice 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. Discusses a key step in this process--the politics of selling--showing how to establish the right relationships with people who are powerful enough to give the salesperson an edge. 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.

From the Inside Flap:

The company you represent was first in the field and their product line is still the best. You’ve got a number of solid, long-standing accounts with whom you have terrific rapport, and your hot new customer is wild about your discount plan. You’ve done your job, and now you can just sit back and reap the rewards...right? Wrong! Because right now there’s an ambitious upstart out there with designs on your territory. Someone who’ll use every trick in the book to take what you’ve worked so hard to secure—a hardnosed streetfighter who’s made it his or her job to cut you out of any future accounts you may be considering. A savvy sharpshooter for whom sales is definitely not the gentle art of persuasion. Destined to become the bible of the next generation salesforce, Power Base Selling shows you why, in today’s ever-more competitive marketplace, persuading a customer to buy your product is only one part of the sales equation. It offers you revolutionary strategies guaranteed to help you outthink, outmaneuver, outclass, and outsell all competitors. Packed with cases, tactics and no-nonsense guidelines, Power Base Selling grooms you to take control of events, set the pace within accounts, and generally make life as hard as possible for the competition.

  • Getting past the bureaucrats and straight to the "foxes," with whom the real power resides—meeting, forging, and cementing relationships with them
  • Strategies for defeating the competition by taking advantage of their weaknesses and turning their strengths against them
  • Anticipating your competitors’ best moves and neutralizing their efforts
  • Becoming the ultimate sales soldier of fortune, sharp, aggressive, sassy, classy
Power Base Selling is not another book on the art of persuasion—it is a sales workout that sharpens your eye, quickens your reflexes and prepares you to be a prize winner in today’s street-smart sales arena.

Le informazioni nella sezione "Su questo libro" possono far riferimento a edizioni diverse di questo titolo.

I migliori risultati di ricerca su AbeBooks

1.

Holden, Jim
Editore: Wiley
ISBN 10: 0471327336 ISBN 13: 9780471327332
Nuovi PAPERBACK Quantità: 1
Da
Orion Tech
(Grand Prairie, TX, U.S.A.)
Valutazione libreria
[?]

Descrizione libro Wiley. PAPERBACK. Condizione libro: New. 0471327336 . Codice libro della libreria HGT2081DKGG060117H0627P

Maggiori informazioni su questa libreria | Fare una domanda alla libreria

Compra nuovo
EUR 15,13
Convertire valuta

Aggiungere al carrello

Spese di spedizione: GRATIS
In U.S.A.
Destinazione, tempi e costi

2.

Holden, Jim
Editore: Wiley
ISBN 10: 0471327336 ISBN 13: 9780471327332
Nuovi PAPERBACK Quantità: 1
Da
Your Online Bookstore
(Houston, TX, U.S.A.)
Valutazione libreria
[?]

Descrizione libro Wiley. PAPERBACK. Condizione libro: New. 0471327336 Ships promptly. Codice libro della libreria HCI3299GAGG062317H0283A

Maggiori informazioni su questa libreria | Fare una domanda alla libreria

Compra nuovo
EUR 15,13
Convertire valuta

Aggiungere al carrello

Spese di spedizione: GRATIS
In U.S.A.
Destinazione, tempi e costi

3.

Jim Holden
Editore: John Wiley & Sons
ISBN 10: 0471327336 ISBN 13: 9780471327332
Nuovi Paperback Quantità: 2
Da
Book-Fare
(Dublin, Irlanda)
Valutazione libreria
[?]

Descrizione libro John Wiley & Sons. Paperback. Condizione libro: New. UNUSED, VERY GOOD, NOT EX-LIBRARY, 240 pages. "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. Codice libro della libreria 7938

Maggiori informazioni su questa libreria | Fare una domanda alla libreria

Compra nuovo
EUR 10,24
Convertire valuta

Aggiungere al carrello

Spese di spedizione: EUR 6,00
Da: Irlanda a: U.S.A.
Destinazione, tempi e costi

4.

Jim Holden
Editore: Wiley (1999)
ISBN 10: 0471327336 ISBN 13: 9780471327332
Nuovi Paperback Quantità: 1
Da
Irish Booksellers
(Rumford, ME, U.S.A.)
Valutazione libreria
[?]

Descrizione libro Wiley, 1999. Paperback. Condizione libro: New. book. Codice libro della libreria 0471327336

Maggiori informazioni su questa libreria | Fare una domanda alla libreria

Compra nuovo
EUR 25,10
Convertire valuta

Aggiungere al carrello

Spese di spedizione: GRATIS
In U.S.A.
Destinazione, tempi e costi

5.

Holden, Jim
Editore: Wiley (1999)
ISBN 10: 0471327336 ISBN 13: 9780471327332
Nuovi Paperback Quantità: 2
Da
Murray Media
(North Miami Beach, FL, U.S.A.)
Valutazione libreria
[?]

Descrizione libro Wiley, 1999. Paperback. Condizione libro: New. Codice libro della libreria P110471327336

Maggiori informazioni su questa libreria | Fare una domanda alla libreria

Compra nuovo
EUR 33,13
Convertire valuta

Aggiungere al carrello

Spese di spedizione: EUR 2,56
In U.S.A.
Destinazione, tempi e costi

6.

Holden, Jim
Editore: Wiley
ISBN 10: 0471327336 ISBN 13: 9780471327332
Nuovi PAPERBACK Quantità: 1
Da
Cloud 9 Books
(Wellington, FL, U.S.A.)
Valutazione libreria
[?]

Descrizione libro Wiley. PAPERBACK. Condizione libro: New. 0471327336 New Condition. Codice libro della libreria NEW6.0247535

Maggiori informazioni su questa libreria | Fare una domanda alla libreria

Compra nuovo
EUR 61,81
Convertire valuta

Aggiungere al carrello

Spese di spedizione: EUR 4,28
In U.S.A.
Destinazione, tempi e costi