World Class Selling - by Jim Holden (Hardcover)

Book Synopsis

Aus der Sicht des Verkäufers wendet sich dieses Buch höchst aktuellen Fragen zu, unter anderem: Wie entwickelt man eine Langzeitvision? Wie überzeugt man Kunden in unkonventioneller Weise? Wie macht man sich das Internet zunutze? Wie definiert und mißt man den (qualitativen und quantitativen) Wert einer Kundenbeziehung? Wie richtet man Marketing, Verkauf und Strategien der Mitarbeiter aus, um die Entwicklung des Geschäfts auf höchstem internationalen Standard zu halten?(03/99)

From the Back Cover

World Class Selling The Crossroads of Customer, Sales, Marketing and Technology

In today's changing marketplace, the sales methods and practices of yesterday will no longer work. To stay ahead, sales and marketing professionals at every level must take on new roles. Companies must also be willing to reorganize and operate differently. But these transitions are not easily realized and, in today's challenging business environment, are too often vigorously resisted. World Class Selling provides the personal/professional tools and the methodology needed to quickly and effectively make these transitions. Building upon the Power Base(r) theory introduced in his earlier book, Power Base Selling, Jim Holden presents current and future marketplace requirements, offering a broader, more strategic view of industry trends and their impact on sales. Examining in depth the significant personal and organizational implications of selling today, Holden demonstrates the best ways to ensure both your own success and that of your company. World Class Selling is written in a unique format that the author calls "personal dimensioning." In a virtual business setting, fictional characters deal with the complex new marketplace in a real-world business situation. You'll follow a salesperson of fifteen years' experience as she is victimized by industry trends which launch her and her company on a quest to climb the value chain ahead of the competition. You will discover how an individual can play a significant role in driving change for a company's benefit. You will learn to navigate the minefield of infernal company politics in order to progress in today's marketplace. You will come in contact with corporate Foxes-powerful people of high integrity-and learn how to identify them, to your advantage. You will also experience working with individuals at the other end of the spectrum, those who would advance themselves at your expense or that of their company. World Class Selling also covers such timely subjects as:

• Creating a vision for a major account over the long term, including the use of Internet technology
• Defining and measuring value to the customer, and pursuing customers in nontraditional ways
• Introducing the role of technology in providing new, highly intuitive sales performance and coaching tools, along with just-in-time training using Web-based applications
• Aligning sales, marketing, and human resources practices to create a world class business development department

For many, today's new selling challenges will truly mean survival of only the fittest. World Class Selling will help you and your company take an active role at the forefront of change and sell successfully into the future.

Review Quotes

"World Class Selling is a must for any company executive and sales professional committed to achieving world class supremacy. Jim Holden has surpassed himself." -George E. Harvey, President, Business Group AT&T Canada

"The Holden Corporation and its value concept teachings are not new to the Microsoft OEM division. For the past three years we have worked with them, immersing ourselves in their value management methodology, applying it to a variety of scenarios in our business, with excellent results. For us, World Class Selling is another great extension of what we have been practicing for some time. I'm sure it will make us an even better organization to reckon with." -Joachim Kempin, Senior Vice President, OEM Division Microsoft

"In World Class Selling, Jim Holden adds another dimension to his teaching effectiveness. The real life highs, lows, threats and accomplishments of Mary Gagan establish the drama of what selling has become . . . an outstanding book which addresses a very complicated subject in a very interesting and comprehensive way." -William Y. O'Connor, Chairman, CEO, and President GTECH Corporation

"The concepts put forth in World Class Selling, created by linking critical sales and sales related area of a business, will drive any company's ability to change as market circumstances change. Holden Corporation has been a strong, passionate and value-focused partner to ALLTEL. Their proven processes are helping link every employee, everywhere in the company, directly or indirectly to providing value to our customers." -Jeff Fox, President ALLTEL Information Services

"Using the methods Jim Holden spells out in World Class Selling, we at Origin were able to use one common language and professionalize our sales process and sales force, resulting in an increased hit rate and lower sales cost." -Peter Overakker, Executive Vice President Origin International (The Netherlands)

About the Author

JIM HOLDEN is the founder and CEO of Holden Corporation, an internationally recognized leader in sales and marketing effectiveness. The company has pioneered the first proven methodology to align sales and marketing in today's marketplace, working with major industries worldwide, including an impressive array of Fortune 1000 companies. Holden is the author of Power Base Selling: Secrets of an Ivy League Street Fighter, also published by Wiley.