Power Base Selling Secrets of an Ivy League Street Fighter

Name: Power Base Selling Secrets of an Ivy League Street Fighter
Price: 3.3 USD
Availability: InStock
ISBN: 9780471327332

ISBN-10: 0471327336

ISBN-13: 9780471327332

Edition: 1999

Authors: Jim Holden

List price: $18.95

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Dubbed 'the bible of the next generation sales force', this book shows how to get past the bureaucrats and go straight to those with whom the real decision-making lies. It includes case studies, tactics, guidelines, and strategies for selling.

Book details

List price: $18.95
Copyright year: 1999
Publisher: John Wiley & Sons, Incorporated
Publication date: 3/29/1999
Binding: Paperback
Pages: 240
Size: 5.75" wide x 9.00" long x 0.50" tall
Weight: 0.748
Language: English




Why Selling Skills and Good Products Are Not Enough


If you know the enemy and know yourself, your victory will not stand in doubt



The Inside Track



The Power Base: Finding the People with Influence


We are not fit to lead an army unless we are familiar with the face of the country



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


Walk in the path defined by rule



Foxes: Finding the Heart of the Power Base


A clever fighter is one who not only wins, but excels at winning with ease



Competing from Within: How to Develop


Sales Opportunities The good general cultivates resources



Engaging the Competition



The Direct Strategy: Making a Frontal Assault on the Competition


The truly wise can perceive things before they have come to pass



The Indirect Strategy: Pulling the Rug out from under the Competition


Appear where you are not expected



The Divisional Strategy: How to Divide and Conquer the Competition


If the enemy's forces are united, separate them



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


Though the enemy be stronger in numbers, we may prevent him from fighting



Setting a Competitive Sales Strategy


The opportunity of defeating the enemy is provided by the enemy himself



Street Fighting Tactics for Keeping Competitors at Bay


The highest form of generalship is to balk the enemy's plans



The Political Strategy


Make your way by unexpected routes



Zeroing In



Should I Compete? Targeting Your Opportunities


He will win who knows when to fight, and when not to fight



Can I win?


He who is destined to defeat first fights and afterwards looks for victory


Epilogue


Index