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9780471061809

The Selling Fox A Field Guide for Dynamic Sales Performance

by
  • ISBN13:

    9780471061809

  • ISBN10:

    0471061808

  • Edition: 1st
  • Format: Hardcover
  • Copyright: 2002-05-06
  • Publisher: Wiley

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Supplemental Materials

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Summary

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

Author Biography

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

Supplemental Materials

What is included with this book?

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.

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