The Selling Fox: A Field Guide for Dynamic Sales Performance by Jim Holden
A follow-up to the author's highly successful Power Base Selling.* Ideal for any kind of salesperson.
The Selling Fox
Summary
This is a follow-up to the author's successful Power Base Selling. It provides step-by-step guidance and instruction for defeating your sales competition and offers tips on ranking sales opportunities, identifying accounts worth pursuing, establishing personal credibility, and more.
The Selling Fox Summary
About Jim Holden
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
Table of Contents
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.
Additional information
GOR011611012
9780471061809
0471061808
The Selling Fox: A Field Guide for Dynamic Sales Performance by Jim Holden
Used - Like New
Hardback
John Wiley & Sons Inc
20020516
240
N/A
Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
The book has been read, but looks new. The book cover has no visible wear, and the dust jacket is included if applicable. No missing or damaged pages, no tears, possible very minimal creasing, no underlining or highlighting of text, and no writing in the margins