销售狐狸：动态销售业绩现场指南 THE SELLING FOX: A FIELD GUIDE FOR DYNAMIC SALES PERFORMANCE
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作者： Jim Holden 著
出 版 社： 吉林长白山
出版时间： 2002-12-1字数：版次： 1页数： 222印刷时间： 2006/05/01开本：印次：纸张： 胶版纸I S B N ： 9780471061809包装： 精装编辑推荐
作者简介：
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
内容简介
Jim Holden's Power Base Selling went far beyond thesimple art of persuasion and turned good sales-people into great ones. Now Holden introduces thenext step in the salesperson's professional evolu-tion. Power Base Selling established the process foreffectively engaging and defeating competition; TheSelling Fox will show you how to fully execute thatprocess. You'll not only fend off the competition;you'll de-install them from accounts, becoming theultimate sales performer--the Selling Fox.
目录
List of Figures and Tables
Introduction
Chapter 1 Closing Techniques
Mastering the Basics
The Close
The Indirect Strategy：A Key Strategy tO Master
Making the Customer Commitment Stick
Closing Like a Selling Fox
Selling Fox Talk
TheFoxEthos
Chapter 2 Closing Dynamics
Mechanics of a Trial Close
Close Condition Requirements
The Fox Ethos
Chapter3 Blocking and Trapping
Blocking
Trapping：the Competition
Selling Fox Talk
The Fox Ethos
Chapter 4 Selling at the Edge
Acknowledging the Possibility of Losing
Loss Recovery Plans and Techniques
Ranking Your Performance
The Fox Ethos
Chapter 5 Calling mgh
Executive Relationship Principles
Creating Balanced Value
The Seven，Step Executive Calling Process
The Selling Fox’S Perspective on Calling High
The Fox Ethos
Chapter 6 The King of Sales Strategy
How You Sell ls Important
Indirect Is King
Real，Life Examples of the Indirect Strategy
Indirect Wins for Selling Foxes
The Fox Ethos
Chapter 7 De-Installing a Competitor
De—Installing a Competitor in a Major Account
A Fox—Like Approach tO Loss Recovery
The Fox Ethos
Chapter 3 Qualifying Opportunities
The Opportunity Evaluator
Major Opportunity Evaluator
Major Opportunity Evaluator Summary
Short Cycle Opportunity Evaluator
The Fox Ethos
Chapter 9 Are You a Selling Fox?
Expanding Your Self-Performance Rating
AreYou aSellingFox?
The Fox Ethos
Chapter 10 Building Your Personal Business Development System
The Missing System
Design an Effective System
Applying Planning tO Your System
Assessing Your Personal Capacity
Build Your Personal Business Development System
The Mark of a Selling Fox
The Selling Fox Ethos
Appendix: Portrait of a Selling Fox.
Index.
About the Author.
