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Power Base Selling Secrets of an Ivy League Street Fighter

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ISBN-10: 0471327336

ISBN-13: 9780471327332

Edition: 1999

Authors: Jim Holden

List price: $18.95
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Description:

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.
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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

JIM HOLDEN is the founder and CEO of Holden Corporation, an internationally recognized leader in sales and marketing effectiveness. The company has pioneered the first proven methodology to align sales and marketing in today#8242;s marketplace, working with major industries worldwide, including an impressive array of Fortune 1000 companies. Holden is the author of World Class Selling: The Crossroads of Customer, Sales, Marketing and Technology, also published by Wiley.

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