The master the politics, create unexpected value and higher margins, and outsmart the competition Holden, Jim 1948- creator Kubacki, Ryan 1973- ebrary, Inc text Electronic books. nju Hoboken, N.J Wiley 2012 monographic eng

electronic

electronic resource

xix, 234 p. : ill. "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"-- Jim Holden, Ryan Kubacki. Rev. ed. of: Power base selling. c1990. Includes index. Electronic reproduction. Palo Alto, Calif. : ebrary, 2011. Available via World Wide Web. Access may be limited to ebrary affiliated libraries. Sales personnel Sales management Selling Competition HF5439.5 .H65 2012eb 658.85 Holden, Jim, 1948- http://site.ebrary.com/lib/rucke/Doc?id=10558724 http://site.ebrary.com/lib/rucke/Doc?id=10558724 CaPaEBR 120125 ebr10558724