The new power base selling (Record no. 88736)
| 000 -LEADER | |
|---|---|
| fixed length control field | 02896nam a2200385 a 4500 |
| 082 04 - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.85 |
| 100 1# - MAIN ENTRY--AUTHOR NAME | |
| Personal name | Holden, Jim, |
| 245 14 - TITLE STATEMENT | |
| Title | The new power base selling |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Place of publication | Hoboken, N.J. : |
| Name of publisher | Wiley, |
| Year of publication | 2012. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Number of Pages | xix, 234 p. : |
| Other physical details | ill. |
| 500 ## - GENERAL NOTE | |
| General note | Rev. ed. of: Power base selling. c1990. |
| General note | Includes index. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc | "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"-- |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical Term | Sales personnel. |
| Topical Term | Sales management. |
| Topical Term | Selling. |
| Topical Term | Competition. |
| 700 1# - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Kubacki, Ryan, |
| Personal name | Holden, Jim, |
| 856 40 - ELECTRONIC LOCATION AND ACCESS | |
| Uniform Resource Identifier | http://site.ebrary.com/lib/rucke/Doc?id=10558724 |
| 520 ## - SUMMARY, ETC. | |
| -- | Provided by publisher. |
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