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The Selling Fox: A Field Guide for Dynamic Sales Performance

Author(s): Jim Holden
ISBN10: 0471229741
ISBN13: 9780471229742
Format: Ebook
Pub. Date: 10/1/2002
Publisher(s): Wiley

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Summary

Table of Contents

Author Biography

A follow-up to the author's highly successful Power Base Selling.
* Ideal for any kind of salesperson.

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

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

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