Power Base Selling: Secrets of an Ivy League Street Fighter - Hardcover

Holden, Jim

Hardcover

ISBN 10: 0471510335 ISBN 13: 9780471510338

Publisher: John Wiley & Sons, 1990

Synopsis

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.

About this title

From the Back Cover

"Holden's book is rich with wisdom and sage advice and should be required reading for any salesperson who wants to understand how to merge a sales strategy and a political strategy to win the hearts of their customers' Power Base."--Rodney D. Cotton, Vice President, Sales-United States, Baxter Healthcare, Renal Division.

"Jim Holden's book is for serious salespeople and executives who are focused on winning. It provides insights, techniques, and everyday tools to reach the highest possible level of success. The book is most insightful and is a required reading and work tool for enterprise salespeople and executives."--Grant Evans, Vice President, Sales and Marketing Identicator Technology.

"The Holden Power Base Selling techniques have provided our sales teams with a common language from which to develop and plan strategies and tactics."-- Colin Latham, President and CEO, MT&T (Canada).

"Power Base Selling is essential. . . . The book is rich with lessons such as how to avoid being defeated by desperate 'end-games,' and how to 'snatch various victories from the jaws of defeat.' The conclusion is a revealing 'self-test.'. . . [Holden's] principles are more applicable today than ever."-- Glenn W. Coleman, President, South Africa Branch, Lockheed Martin Overseas Services Corporation.

Edition details

• Publisher: John Wiley & Sons
• Publication date: 1990
• Language: English
• ISBN 10: 0471510335
• ISBN 13: 9780471510338
• Binding: Hardcover
• Edition number: 1
• Number of pages: 240