The Selling Fox
A Field Guide for Dynamic Sales Performance
Published on 16. May 2002
Book
Hardback
XVIII, 222 pages
978-0-471-06180-9 (ISBN)
Description
A follow-up to the author's highly successful Power Base Selling.
* Ideal for any kind of salesperson.
More details
Edition
1. Auflage
Language
English
Place of publication
New York
United States
Target group
College/higher education
Professional and scholarly
Product notice
sewn/stitched
Cloth over boards
With dust jacket
Dimensions
Height: 235 mm
Width: 157 mm
Thickness: 19 mm
Weight
562 gr
ISBN-13
978-0-471-06180-9 (9780471061809)
Schweitzer Classification
Other editions
Additional editions
E-Book
10/2002
Wiley
€25.99
Available for download
Person
JIM HOLDEN is the founder and CEO of Holden International, a globally recognized leader in sales and marketing effectiveness since 1979. His company pioneered the treatment of customer value, competition, and politics in selling with the Power Base Selling program. He is the author of Power Base Selling: Secrets of an Ivy League Street Fighter and World Class Selling: The Crossroads of Customer, Sales, Marketing, and Technology, both available from Wiley. For more information, please visit www.holdenintl.com
Content
List of Figures and Tables.
Introduction.
Chapter 1. Closing Techniques.
Chapter 2. Closing Dynamics.
Chapter 3. Blocking and Trapping.
Chapter 4. Selling at the Edge.
Chapter 5. Calling High.
Chpter 6. The King of Sales Strategy.
Chapter 7. De-Installing a Competitor.
Chapter 8. Qualifying Opportunities.
Chapter 9. Are You a Selling Fox?
Chapter 10. Building Your Personal Business Development System.
Appendix: Portrait of a Selling Fox.
Index.
About the Author.