Power Base Selling
Secrets of an Ivy League Street Fighter
Published on 16. March 1990
Book
Hardback
236 pages
978-0-471-51033-8 (ISBN)
Description
This practical guide focuses on competitive selling, the range of skills that sales professionals need to reach their full potential. It offers preventative measures that salespeople can take to prevent the competition from selling their products or services, revealing the components involved in gaining full control of a sales situation. A key step in this process - the politics of selling - is discussed, showing how to establish the right relationships with people who are powerful enough to give the salesperson an edge. The book will help those who are already good at selling become competitive salespeople capable of strengthening their position with the customer, while at the same time weakening the competition.
More details
Language
English
Place of publication
New York
United States
Publishing group
John Wiley and Sons Ltd
Target group
College/higher education
Professional and scholarly
Illustrations
Ill.
Dimensions
Height: 229 mm
Width: 152 mm
Weight
522 gr
ISBN-13
978-0-471-51033-8 (9780471510338)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Other editions
New editions
Jim Holden | Ryan Kubacki
The New Power Base Selling
Master The Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition
Book
05/2012
Wiley
€26.50
Shipment within 15-20 days
Content
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?