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World Class Selling

3.63  ·  Rating details ·  8 ratings  ·  1 review
Written from the salesperson's perspective this text includes such timely subjects as: the new selling environment; creating a vision for a major account over the long term, including using Internet technology; pursuing customers in non-traditional ways; defining and measuring value to the customer (both qualitative and quantitative value); introducing the role of technolo ...more
Hardcover, 254 pages
Published March 29th 1999 by Wiley
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Apr 28, 2013 rated it really liked it
This and Jim's Power Base Selling are the best two books on sales. Teaching the importance of an organisation's politics and a value based sales methodology, this shows you how to succeed in the competitive landscape.
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Jim Holden founded Holden International in 1979, and throughout its almost 30-year history, Holden has grown to be a world-renowned leader in the sales process improvement field.

Mr. Holden's career has been marked by exceptional innovation. In 1990, he established Holden as the first company to model sales effectiveness, an achievement that garnered the Regional Entrepreneur of the Year award for

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