000			02948nam a2200409 a 4500
001			0000148481
005			20171002062142.0
006			m u
007			cr cn|||||||||
008			120125s2012 njua s 001 0 eng d
010			_z 2012003557
020			_z9781118206676 (hardback)
020			_z9781118228623 (e-book)
035			_a(CaPaEBR)ebr10558724
035			_a(OCoLC)775591940
040			_aCaPaEBR _cCaPaEBR
050	1	4	_aHF5439.5 _b.H65 2012eb
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. _bPalo Alto, Calif. : _cebrary, _d2011. _nAvailable via World Wide Web. _nAccess may be limited to ebrary affiliated libraries.
650		0	_aSales personnel.
650		0	_aSales management.
650		0	_aSelling.
650		0	_aCompetition.
655		7	_aElectronic books. _2local
700	1		_aKubacki, Ryan, _d1973-
700	1		_aHolden, Jim, _d1948- _tPower base selling.
710	2		_aebrary, Inc.
856	4	0	_uhttp://site.ebrary.com/lib/daystar/Doc?id=10558724 _zAn electronic book accessible through the World Wide Web; click to view
908			_a170314
942	0	0	_cEB
999			_c137630 _d137630