"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
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.
Should I Compete?: Targeting Your Opportunities.
Can I Win?
Levertijd: 5 tot 11 werkdagen
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