Download or read book The New Power Base Selling written by Jim Holden and published by John Wiley & Sons. This book was released on 2012-04-18 with total page 262 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Download or read book PC World written by and published by . This book was released on 1994 with total page 908 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book MacUser written by and published by . This book was released on 1997 with total page 788 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Computer Decisions written by and published by . This book was released on 1986 with total page 830 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book PC written by and published by . This book was released on 1987 with total page 1530 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Power Base Selling written by Jim Holden and published by John Wiley & Sons. This book was released on 1999-03-29 with total page 244 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Holden's book is rich with wisdom and sage advice and should be required reading for any salesperson who wants to understand how to merge a sales strategy and a political strategy to win the hearts of their customers' Power Base."-Rodney D. Cotton, Vice President, Sales-United States, Baxter Healthcare, Renal Division. "Jim Holden's book is for serious salespeople and executives who are focused on winning. It provides insights, techniques, and everyday tools to reach the highest possible level of success. The book is most insightful and is a required reading and work tool for enterprise salespeople and executives."-Grant Evans, Vice President, Sales and Marketing Identicator Technology. "The Holden Power Base Selling techniques have provided our sales teams with a common language from which to develop and plan strategies and tactics."- Colin Latham, President and CEO, MT&T (Canada). "Power Base Selling is essential. . . . The book is rich with lessons such as how to avoid being defeated by desperate 'end-games,' and how to 'snatch various victories from the jaws of defeat.' The conclusion is a revealing 'self-test.'. . . [Holden's] principles are more applicable today than ever."- Glenn W. Coleman, President, South Africa Branch, Lockheed Martin Overseas Services Corporation.
Download or read book PC Magazine written by and published by . This book was released on 1988 with total page 1926 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Clinical Information Technology written by David Rowley and published by Taylor & Francis Group. This book was released on 1988 with total page 280 pages. Available in PDF, EPUB and Kindle. Book excerpt: Clinical Information Technology is the first book specifically written for the healthcare professionals and managers that focuses on the industry standard personal computer - the IBM PC range. The book introduces the newcomer to personal computing to the basic components and operation of the IBM-compatible PC, and discusses purchasing decision, for both hard-and software. The next section looks in detail at several major areas in healthcare where the PC is rapidly becoming an indispensable tool. Particular emphasis is give to the topic of database management systems which are used in the development of Korner Health Service Information Systems. Clinical Information Technology provides a completely up-to-date account of the modern personal computing industry which should enable purchasing an system development decisions to be made. The book has received official support from IBM and Microsoft.
Download or read book InfoWorld written by and published by . This book was released on 1985-07-22 with total page 64 pages. Available in PDF, EPUB and Kindle. Book excerpt: InfoWorld is targeted to Senior IT professionals. Content is segmented into Channels and Topic Centers. InfoWorld also celebrates people, companies, and projects.
Download or read book Computerworld written by and published by . This book was released on 1984-07-16 with total page 156 pages. Available in PDF, EPUB and Kindle. Book excerpt: For more than 40 years, Computerworld has been the leading source of technology news and information for IT influencers worldwide. Computerworld's award-winning Web site (Computerworld.com), twice-monthly publication, focused conference series and custom research form the hub of the world's largest global IT media network.
Download or read book The International Journal on Hydropower Dams written by and published by . This book was released on 2003 with total page 888 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Current Topics in Management 2002 written by M. Afzalur Rahim and published by Transaction Publishers. This book was released on with total page 344 pages. Available in PDF, EPUB and Kindle. Book excerpt: This annual series presents fundamental research on the theory and practice of management. Volume 7 contains articles presented at the 2001 meeting of the International Conferences on Advances in Management (ICAM), held in Athens, Greece. ICAM's goal is to be truly comparative-in terms of the broad scope of management perspectives, in the broad-ranging locations of its research as well as its application, and in its comparisons of findings, methodologies, and operational definitions. This volume exemplifies ICAM's objectives. Part 1, "Organization Theory, Learning, and Effectiveness," revisits the management theory jungle, reports on the development organizational learning capabilities in Europe, encourages organizational learning through cultural diversity, and reviews the role of corporate parent . Part 2, "Behavior and Attitudes in Organizations," considers the relationships of religion to organizational citizenship and whistle-blowing behaviors, identifies antecedents of misbehavior among nurses and social welfare workers, and uses process framework as a method to depict encroaching processes and change in organizations. Part 3, "International and Cross-Cultural Management," looks at various issues of management abroad. Topics include the dimensions and levels of power bases and their relationships to subordinates' compliance and satisfaction in the U.S. and South Korea, the relationship between empowerment and quality of work life in Mexico, and case studies of organizational intellectual capital in China. Part 4, "Management in the Public Sector," turns attention to efforts to recognize and build on differences in public administration. Part 5, "Managing Human Resources," addresses the nature of researcher values in human resource management and considers recent publications in mainstream human resources in order to isolate the patterns of research. Part 6, "Role of Research in Management," discusses the need for processual thinking. It presents a list of factors contrasting two views of management: the classical view, and the "process view of management." This volume will be of particular interest to corporate executives, economists, and labor studies specialists. M. Afzalur Rahim is founding editor of the International Journal of Organizational Analysis and International Journal of Conflict Management, and is professor of management at Western Kentucky University. Robert T. Golembiewski is distinguished research professor at the University of Georgia, and has authored or edited over seventy-five books. Kenneth D. Mackenzie is the Edmund P. Learned Distinguished Professor and president of Mackenzie and Company. He has published numerous articles in scholarly journals and several books.
Download or read book Macworld written by and published by . This book was released on 1998 with total page 524 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Byte written by and published by . This book was released on 1984-04 with total page 1698 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Softalk for the IBM Personal Computer written by and published by . This book was released on 1983 with total page 1146 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book InfoWorld written by and published by . This book was released on 1985-07-22 with total page 64 pages. Available in PDF, EPUB and Kindle. Book excerpt: InfoWorld is targeted to Senior IT professionals. Content is segmented into Channels and Topic Centers. InfoWorld also celebrates people, companies, and projects.
Download or read book PC Mag written by and published by . This book was released on 1984-11-13 with total page 402 pages. Available in PDF, EPUB and Kindle. Book excerpt: PCMag.com is a leading authority on technology, delivering Labs-based, independent reviews of the latest products and services. Our expert industry analysis and practical solutions help you make better buying decisions and get more from technology.
