The new power base selling: master the politics, create unexpected value and higher margins, and outsmart the competition
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
Hoboken, N.J.
Wiley
2012
|
| Schlagworte: | |
| Beschreibung: | Rev. ed. of: Power base selling. c1990. - Includes index "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"-- |
| Beschreibung: | xix, 234 p. |
| ISBN: | 9781118228623 |
Internformat
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| 100 | 1 | |a Holden, Jim |d 1948- |e Verfasser |4 aut | |
| 245 | 1 | 0 | |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 |
| 264 | 1 | |a Hoboken, N.J. |b Wiley |c 2012 | |
| 300 | |a xix, 234 p. | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b c |2 rdamedia | ||
| 338 | |b cr |2 rdacarrier | ||
| 500 | |a Rev. ed. of: Power base selling. c1990. - Includes index | ||
| 500 | |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"-- | ||
| 650 | 4 | |a Sales personnel | |
| 650 | 4 | |a Sales management | |
| 650 | 4 | |a Selling | |
| 650 | 4 | |a Competition | |
| 700 | 1 | |a Kubacki, Ryan |d 1973- |e Sonstige |4 oth | |
| 700 | 1 | |a Holden, Jim |d 1948- |e Sonstige |4 oth | |
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Datensatz im Suchindex
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| author | Holden, Jim 1948- |
| author_facet | Holden, Jim 1948- |
| author_role | aut |
| author_sort | Holden, Jim 1948- |
| author_variant | j h jh |
| building | Verbundindex |
| bvnumber | BV044188119 |
| collection | ZDB-30-PAD ZDB-30-PBE |
| ctrlnum | (ZDB-30-PAD)EBC821882 (ZDB-89-EBL)EBL821882 (OCoLC)775591940 (DE-599)BVBBV044188119 |
| dewey-full | 658.85 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.85 |
| dewey-search | 658.85 |
| dewey-sort | 3658.85 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| format | Electronic eBook |
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| id | DE-604.BV044188119 |
| illustrated | Not Illustrated |
| indexdate | 2024-07-10T07:46:10Z |
| institution | BVB |
| isbn | 9781118228623 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-029594910 |
| oclc_num | 775591940 |
| open_access_boolean | |
| physical | xix, 234 p. |
| psigel | ZDB-30-PAD ZDB-30-PBE |
| publishDate | 2012 |
| publishDateSearch | 2012 |
| publishDateSort | 2012 |
| publisher | Wiley |
| record_format | marc |
| spelling | Holden, Jim 1948- Verfasser aut The new power base selling master the politics, create unexpected value and higher margins, and outsmart the competition Jim Holden, Ryan Kubacki Hoboken, N.J. Wiley 2012 xix, 234 p. txt rdacontent c rdamedia cr rdacarrier Rev. ed. of: Power base selling. c1990. - Includes index "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"-- Sales personnel Sales management Selling Competition Kubacki, Ryan 1973- Sonstige oth Holden, Jim 1948- Sonstige oth Erscheint auch als Druck-Ausgabe, Hardcover 978-1-118-20667-6 |
| spellingShingle | Holden, Jim 1948- The new power base selling master the politics, create unexpected value and higher margins, and outsmart the competition Sales personnel Sales management Selling Competition |
| title | The new power base selling master the politics, create unexpected value and higher margins, and outsmart the competition |
| title_auth | The new power base selling master the politics, create unexpected value and higher margins, and outsmart the competition |
| title_exact_search | The new power base selling master the politics, create unexpected value and higher margins, and outsmart the competition |
| title_full | The new power base selling master the politics, create unexpected value and higher margins, and outsmart the competition Jim Holden, Ryan Kubacki |
| title_fullStr | The new power base selling master the politics, create unexpected value and higher margins, and outsmart the competition Jim Holden, Ryan Kubacki |
| title_full_unstemmed | The new power base selling master the politics, create unexpected value and higher margins, and outsmart the competition Jim Holden, Ryan Kubacki |
| title_short | The new power base selling |
| title_sort | the new power base selling master the politics create unexpected value and higher margins and outsmart the competition |
| title_sub | master the politics, create unexpected value and higher margins, and outsmart the competition |
| topic | Sales personnel Sales management Selling Competition |
| topic_facet | Sales personnel Sales management Selling Competition |
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