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The New Power Base Selling

Master The Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition

Gebonden Engels 2012 9781118206676
Verkooppositie 2715Hoogste positie: 138
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Samenvatting

'Power Base Selling', oorspronkelijk gepubliceerd in 1990 leerde de lezer een inzicht in- en de taal kennen voor het verkrijgen van politiek voordeel bij klanten. 'The New Power Base Selling' is een sterk bijgewerkte editie van het oorspronkelijke boek met een op empirisch gebaseerde doorbraak om de verkoopprestaties aanzienlijk te verhogen. Het boek laat zien dat verkopen zowel een kwestie is van politiek, klantwaarde en strategie als van managementwetenschap.

Specificaties

ISBN13:9781118206676
Taal:Engels
Bindwijze:gebonden
Aantal pagina's:256
Druk:1
Verschijningsdatum:20-5-2012
Hoofdrubriek:Reclame en verkoop

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Over Jim Holden

Jim Holden is the CEO and founder of the sales consulting and training firm Holden International; a global leader in sustainable sales performance improvement. Through its ability to apply unconventional thinking that enables companies to defeat competitors and develop accounts, while providing their customers with unexpected value, Holden has improved the performance of over 700,000 salespeople in 35 countries since its founding in 1979. Mr. Holden's previous books include'Power Base Selling', 'World Class Selling', and 'The Selling Fox'.

Andere boeken door Jim Holden

Over Ryan Kubacki

Ryan Kubacki (MBA, Harvard) is President of Holden International and a recognized authority in making business development a sustainable competitive advantage. Prior to joining Holden, Mr. Kubacki was with Microsoft Corporation, where he held sales and marketing leadership roles in both the field and headquarters, including directing sales operations and field marketing for an 18-state region with a $1.4 billion quota.

Andere boeken door Ryan Kubacki

Inhoudsopgave

Foreword Bill McDermott
Acknowledgments

Part 1: Sales as a Management Science
1. Seeing the Invisible
-It is not the strongest of the species that survives, nor the most intelligent, but the one most responsive to change.

2. The MBA of Sellin
-Learning is like rowing upstream; not to advance is to drop back.

Part 2: Politic
3. Influence and Authority
-The secret of my influence has always been that it remained secret.

4. Foxes: The Heart of the Power Base
-With foxes we must play the fox.

5. Power Base Types and Implications
-Sticks in a bundle are unbreakable.

6. Fox Hunting and Power Base Mapping
-Nothing has such power to broaden the mind as the ability to investigate systematically.

7. Gaining Political Advantage
-Recognition is the greatest motivator.

Part 3: Unexpected Value
8. Moving Up the Sales Value Chain
-Now my eyes are turned from the South to the North, and I want to lead one more expedition. This will be the last . . . to the North Pole.

9. Building Expressions of Customer Value
-Make no little plans; they have no magic to stir men's blood.

10. Creating Demand to Displace Competitors
-A wise man will make more opportunities than he finds.

Part 4: Strategy
11. Introduction to Compete Strategy
-All men can see these tactics whereby I conquer, but what none can see is the strategy out of which victory is evolved.

12. Competitive Differentiation
-If you know the enemy and know yourself, your victory will not stand in doubt.

13. The Direct Strategy: Traditional and Nontraditional Application
-The truly wise can perceive things before they have come to pass.

14. The Indirect Strategy: Changing the Ground Rules
-Appear where you are not expected.

15. The Divisional Strategy: Peaceful Coexistence
-If the enemy's forces are united, separate them.

16. The Containment Strategy: Transition Back to Indirect
-Though the enemy be stronger in numbers, we may prevent him from fighting.

Epilogue
Helping Others Elevate the Sales Profession
Lead me, follow me, or get out of my way.

Index

Managementboek Top 100

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        The New Power Base Selling