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| Foreword | |
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| Acknowledgments | |
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| Sales as a Management Science | |
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| Seeing the Invisible | |
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| It is not the strongest of the species that survives, nor the most intelligent, but the one most responsive to change. | |
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| The MBA of Selling | |
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| Learning is like rowing upstream; not to advance is to drop back. | |
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| Politics | |
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| Influence and Authority | |
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| The secret of my influence has always been that it remained secret. | |
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| Foxes: The Heart of the Power Base | |
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| With foxes we must play the fox. | |
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| Power Base Types and Implications | |
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| Sticks in a bundle are unbreakable. | |
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| Fox Hunting and Power Base Mapping | |
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| Nothing has such power to broaden the mind as the ability to investigate systematically. | |
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| Gaining Political Advantage | |
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| Recognition is the greatest motivator. | |
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| Unexpected Value | |
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| Moving Up the Sales Value Chain | |
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| Now my eyes are turned from the South to the North, and I want to lead one more expedition. This will be the last … to the North Pole. | |
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| Building Expressions of Customer Value | |
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| Make no little plans; they have no magic to stir men's blood. | |
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| Creating Demand to Displace Competitors | |
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| A wise man will make more opportunities than he finds. | |
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| Strategy | |
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| Introduction to Compete Strategy | |
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| All men can see these tactics whereby I conquer, but what none can see is the strategy out of which victory is evolved. | |
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| Competitive Differentiation | |
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| If you know the enemy and know yourself, your victory will not stand in doubt. | |
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| The Direct Strategy: Traditional and Nontraditional Application | |
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| The truly wise can perceive things before they have come to pass. | |
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| The Indirect Strategy: Changing the Ground Rules | |
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| Appear where you are not expected. | |
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| The Divisional Strategy: Peaceful Coexistence | |
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| If the enemy's forces are united, separate them. | |
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| The Containment Strategy: Transition Back to Indirect | |
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| Though the enemy be stronger in numbers, we may prevent him from fighting. | |
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| Epilogue: Helping Others Elevate the Sales Profession | |
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| Lead me, follow me, or get out of my way. | |
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| Index | |