World Class Selling

by Jim Holden and James Holden

Aus der Sicht des Verk ufers wendet sich dieses Buch h chst aktuellen Fragen zu, unter anderem: Wie entwickelt man eine Langzeitvision? Wie berzeugt man Kunden in unkonventioneller Weise? Wie macht man sich das Internet zunutze? Wie definiert und mi t man den (qualitativen und quantitativen) Wert einer Kundenbeziehung? Wie richtet man Marketing, Verkauf und Strategien der Mitarbeiter aus, um die Entwicklung des Gesch fts auf h chstem internationalen...

• Format: Hardcover
• Language: English
• ISBN: 0471326054
• ISBN13: 9780471326052
• Release Date: March 1999
• Publisher: Wiley
• Length: 272 Pages
• Weight: 1.27 lbs.
• Dimensions: 1.0" x 6.3" x 9.3"

Customer Reviews

Outstanding

World Class Selling does a masterful job of not only focusing on what salespeople need to do to be successful, but on what a salesperson's company needs to do. For example, if my company's marketing is not aligned with sales, it makes my job twice as difficult. I also very much enjoyed the real life scenario that runs through the book, espically the ending.

Jim Holden solves the modern sales problems of today.

Jim Holden has applied the research necessary to identify the sales and marketing problems faced by fortune 500 companies today. Not only does he identify the problems, but he carefully and entertainingly takes the reader through a real life example and solution to the problems.This is a must read for every professional marketer and sales manager today, as well as the CEO's and CFO's. The helps every one understand and work together to solve the modern problems in this competitive environment.

"World Class Selling" is a great textbook and a great read!

"World Class Selling" is to "Power Base Selling" as HDTV is to analog TV. Jim Holden's new release brings added dimension to his proven techniques, with illustrations of where and how to use them . It will become a "must" for marketing and sales professionals, as well as management executives and technology developers. As a setting, he develops a storyline all can relate to, and at the same time, he instructs. The result is a Systems Engineering Masters Course for Business Development. Take the suggestion to visit efox and you will experience the future...with "just-in-time" learning , and on-line proficiency refreshment, using state-of-the-art access tools.

achieve total selling effectiveness as an organization

This powerful book brings both deep wisdom and cutting-edge insight to the subject of how to maximize the total selling effectiveness of an organization by aligning marketing, sales, service, technology and human resources. Jim Holden's insights form the basis of our key strategic marketing decisions at EPS Solutions Corporation, where our mission is to deliver high-value business services that directly enable our clients to achieve dynamic sales and profit growth and where we are proud to have Jim as our long-term partner.

A readable/practical guide to successful account development

I had the opportunity to read the manuscript.Holden has succeeded in personalizing important principles needed to succeed in the changing environment of business relations. By illustrating these key messages with real life situations, he not only creates a very readable book but even more important takes a step beyond the traditional "what to do" treatise with a "how to do it" approach. As the story unfolds tools become available to focus the thought processes necessary to drive creative solutions; and further, to successfully implement these solutions.This book is a worthy sequel to Power Base Selling. It needs to be read and then kept ready on the account executive's desk for easy reference.