The new power base selling master the politics, create unexpected value and higher margins, and outsmart the competition
"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 custo...
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| Otros Autores: | |
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
Hoboken, N.J. :
Wiley
2012.
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| Edición: | 1st edition |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009628741106719 |
Tabla de Contenidos:
- The New Power Base Selling: Master the Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition; Contents; Foreword; Acknowledgments; Part 1: Sales as a Management Science; Chapter 1: Seeing the Invisible; Selling Skills Are Not Enough; Good Products Are Not Enough; The Relevance Revolution; Seeing the Road Forward to Success; Chapter 2: The MBA of Selling; The Holden Four Stage Model; Four Stages of Sales Proficiency; Intent; Focus; Relationship; Value; Knowledge; Progressing to Higher Stages; Not All Competencies are Born Equal; Part 2: Politics
- Chapter 3: Influence and AuthorityPolitical Competition is Healthy; Power Struggles versus Power Plays; The Political Structure; Influence and Authority; No Influence, but Authority; No Influence, No Authority; Influence without Authority; Influence Is Constantly Changing; Degrees of Influence; Chapter 4: Foxes: The Heart of the Power Base; A Fox in Action; The Organization Comes First; Manage the Environment; Survival; Fox Footprints; Integrity; People-Oriented; Risk Assumption; The Emerging Fox; Chapter 5: Power Base Types and Implications; Three Types of Power Bases
- The Enterprise Power BaseThe Business Unit Power Base; The Situational Power Base; Mapping the Power Base; Power Base Implications for Sellers; Chapter 6: Fox Hunting and Power Base Mapping; Fox Hunting Intelligence Gathering; Customer Research-What Information Can You Gather in 30 Minutes?; Astute Observations-Knowing What to Look For; Good Questions-How to Ask the Right Ones; Political Revelations; Chapter 7: Gaining Political Advantage; The Power Base Principle; Gaining Political Advantage; Personal Motivators; Uncovering and Advancing Personal Motivators
- Building Influential RelationshipsAssessing Relationship Type; Creating a Support Base Map; Political Implications; Part 3: Unexpected Value; Chapter 8: Moving Up the Sales Value Chain; Moving North; Expanding the Sales Value Chain; Expected versus Unexpected Value; Chapter 9: Building Expressions of Customer Value; Value Relevance; Executive Value; Management Value; Operations Value; Value Expressions; Value Statements; Testing Value Statements; The Value Proposition; Step 1: Value Identification; Step 2: Value Quantification; Step 3: Value Proposition
- Moving Up the Sales Value Chain to Include Political ValueChapter 10: Creating Demand to Displace Competitors; Creating Demand Significance; Leveraging Creating Demand to Penetrate Accounts; Step 1: Determine the Entry Point; Political Connectivity; Business Significance; Business Impact; Supplier Return; Step 2: Craft Your Value Message; Step 3: Gain Access; Step 4: Conduct a Meeting; Engaging with Advanced Communicators; Executive Meeting Checklist; Step 5: Build Your Support Base Map; Step 6: Move Upstream; Step 7: Complete the Triathlon; Penetrating Competitively Held Accounts
- Part 4: Strategy
