The new power base selling : master the politics, create unexpected value and higher margins, and outsmart the competition /
"An updated and revised version of the business classic Power Base Selling. Power Base Selling, originally published in 1990, left readers with an understanding of and language for gaining political advantage within accounts. Now famous among sellers, the concept of aligning with powerful custo...
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| Format: | Electronic eBook |
| Language: | English |
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Hoboken, N.J. :
Wiley,
2012.
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| Subjects: | |
| Online Access: | CONNECT |
MARC
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| 100 | 1 | |a Holden, Jim, |d 1948- | |
| 245 | 1 | 4 | |a The new power base selling : |b master the politics, create unexpected value and higher margins, and outsmart the competition / |c Jim Holden, Ryan Kubacki. |
| 260 | |a Hoboken, N.J. : |b Wiley, |c 2012. | ||
| 300 | |a 1 online resource | ||
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| 500 | |a Revised edition of: Power base selling. c1990. | ||
| 520 | |a "An updated and revised version of the business classic Power Base Selling. Power Base Selling, originally published in 1990, left readers with an understanding of and language for gaining political advantage within accounts. Now famous among sellers, the concept of aligning with powerful customer individuals or "Foxes" is taken to a new level. The New Power Base Selling offers an updated and more in-depth edition of the original classic with an empirically based breakthrough to significantly increasing sales performance. It explains how competitive selling is as much a matter of politics, customer value, and strategy as it is a management science. Based on data from one of the most comprehensive sales surveys in the sales training industry, along with over 50,000 deal reviews, The New Power Base Selling will help salespeople quickly outfox the competition, impress customers with unexpected value, and achieve new levels of professional success. Create Demand, as well as competitively Service Demand Quickly leverage "Situational Power Bases" to drive up win rates Provide customers with value that advances their critical business initiatives Effectively use LinkedIn, Facebook, Twitter, and other social tools in a sales campaign Increase customer satisfaction and competitive differentiation See measurable gains and exceed quota when you leverage customer politics, value, and competitive strategy"-- |c Provided by publisher. | ||
| 588 | 0 | |a Print version record and CIP data provided by publisher. | |
| 504 | |a Includes bibliographical references and index. | ||
| 505 | 0 | |a The New Power Base Selling: Master the Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition; Contents; Foreword; Acknowledgments; Part 1: Sales as a Management Science; Chapter 1: Seeing the Invisible; Selling Skills Are Not Enough; Good Products Are Not Enough; The Relevance Revolution; Seeing the Road Forward to Success; Chapter 2: The MBA of Selling; The Holden Four Stage Model; Four Stages of Sales Proficiency; Intent; Focus; Relationship; Value; Knowledge; Progressing to Higher Stages; Not All Competencies are Born Equal; Part 2: Politics. | |
| 542 | |f Copyright © John Wiley and Sons |g 2012 | ||
| 590 | |a O'Reilly Online Learning Platform: Academic Edition (SAML SSO Access) | ||
| 650 | 0 | |a Sales personnel. | |
| 650 | 0 | |a Sales management. | |
| 650 | 0 | |a Selling. | |
| 650 | 0 | |a Competition. | |
| 700 | 1 | |a Kubacki, Ryan, |d 1973- | |
| 700 | 1 | |a Holden, Jim, |d 1948- |t Power base selling. | |
| 730 | 0 | |a WORLDSHARE SUB RECORDS | |
| 776 | 0 | 8 | |i Print version: |a Holden, Jim, 1948- |t New power base selling. |d Hoboken, N.J. : Wiley, 2012 |z 9781118206676 |w (DLC) 2012003557 |
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