000			02963nam a2200421 a 4500
001			EBC821882
003			MiAaPQ
006			m o d |
007			cr cn|||||||||
008			120125s2012 njua s 001 0 eng d
010			_z 2012003557
020			_z9781118206676 (hardback)
020			_z9781118228623 (e-book)
035			_a(MiAaPQ)EBC821882
035			_a(Au-PeEL)EBL821882
035			_a(CaPaEBR)ebr10558724
035			_a(CaONFJC)MIL362038
035			_a(OCoLC)775591940
040			_aMiAaPQ _cMiAaPQ _dMiAaPQ
050		4	_aHF5439.5 _b.H65 2012
082	0	4	_a658.85 _223
100	1		_aHolden, Jim, _d1948-
245	1	4	_aThe new power base selling _h[electronic resource] : _bmaster the politics, create unexpected value and higher margins, and outsmart the competition / _cJim Holden, Ryan Kubacki.
260			_aHoboken, N.J. : _bWiley, _c2012.
300			_axix, 234 p. : _bill.
500			_aRev. ed. of: Power base selling. c1990.
500			_aIncludes index.
520			_a"An updated and revised version of the business classic Power Base Selling. Power Base Selling, originally published in 1990, left readers with an understanding of and language for gaining political advantage within accounts. Now famous among sellers, the concept of aligning with powerful customer individuals or "Foxes" is taken to a new level. The New Power Base Selling offers an updated and more in-depth edition of the original classic with an empirically based breakthrough to significantly increasing sales performance. It explains how competitive selling is as much a matter of politics, customer value, and strategy as it is a management science. Based on data from one of the most comprehensive sales surveys in the sales training industry, along with over 50,000 deal reviews, The New Power Base Selling will help salespeople quickly outfox the competition, impress customers with unexpected value, and achieve new levels of professional success. Create Demand, as well as competitively Service Demand Quickly leverage "Situational Power Bases" to drive up win rates Provide customers with value that advances their critical business initiatives Effectively use LinkedIn, Facebook, Twitter, and other social tools in a sales campaign Increase customer satisfaction and competitive differentiation See measurable gains and exceed quota when you leverage customer politics, value, and competitive strategy"-- _cProvided by publisher.
533			_aElectronic reproduction. Ann Arbor, MI : ProQuest, 2015. Available via World Wide Web. Access may be limited to ProQuest affiliated libraries.
650		0	_aSales personnel.
650		0	_aSales management.
650		0	_aSelling.
650		0	_aCompetition.
655		4	_aElectronic books.
700	1		_aKubacki, Ryan, _d1973-
700	1		_aHolden, Jim, _d1948- _tPower base selling.
710	2		_aProQuest (Firm)
856	4	0	_uhttp://ebookcentral.proquest.com/lib/aitie/detail.action?docID=821882 _zClick to View
999			_c84531 _d84531