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Nederlands Buitenlands   Alles  Titel  Auteur  ISBN        
Knutselen, DHZ
Doe-het-zelf
Levertijd: 4 tot 8 werkdagen


Holden, Jim

Power Base Selling

Power Base Selling

€ 26.95

"Holden`s book is rich with wisdom and sage advice and should be required reading for any salesperson who wants to understand how to merge a sales strategy and a political strategy to win the hearts of their customers` Power Base. "-Rodney D. Cotton, Vice President, Sales-United States, Baxter Healthcare, Renal Division.


Taal / Language : English

Inhoudsopgave:
Why Selling Skills and Good Products Are Not Enough.

THE INSIDE TRACK.

The Power Base: Finding the People with Influence.

The Power Base Principle: How Value to the Company and Recognition Build Power.

Foxes: Finding the Heart of the Power Base.

Competing from Within: How to Develop Sales Opportunities.

ENGAGING THE COMPETITION.

The Direct Strategy: Making a Frontal Assault on the Competition.

The Indirect Strategy: Pulling the Rug Out from under the Competition.

The Divisional Strategy: How to Divide and Conquer the Competition.

The Containment Strategy: Using `No-Decision` Tactics to Keep the Competition from Winning.

Setting a Competitive Sales Strategy.

Street Fighting Tactics for Keeping Competitors at Bay.

The Political Strategy.

ZEROING IN.

Should I Compete?: Targeting Your Opportunities.

Can I Win?

Epilogue.

Index.
Extra informatie: 
Paperback / softback
312 pagina's
Januari 2011
1070 gram
246 x 231 x 18 mm
Better Homes & Gardens Books us

Levertijd: 4 tot 8 werkdagen



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