{"product_id":"world-class-selling-isbn-9780471326052","title":"World Class Selling","description":"\u003cp\u003e\u003cb\u003ePraise for Jim Holden's \u003ci\u003eWorld Class Selling\u003c\/i\u003e\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\"World Class Selling is a must for any company executive and sales professional committed to achieving world class supremacy. Jim Holden has surpassed himself.\"\u003cbr\u003e—\u003cb\u003eGeorge E. Harvey\u003c\/b\u003e President, Business Group AT\u0026amp;T Canada\u003c\/p\u003e \u003cp\u003e\"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.\"\u003cbr\u003e—\u003cb\u003eJoachim Kempin\u003c\/b\u003e Senior Vice President, OEM Division, Microsoft\u003c\/p\u003e \u003cp\u003e\"In \u003ci\u003eWorld Class Selling\u003c\/i\u003e, Jim Holden adds another dimension to his teaching effectiveness. The real-life highs, lows, threats to, 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.\"\u003cbr\u003e—\u003cb\u003eWilliam Y. O'Connor\u003c\/b\u003e Chairman, CEO, and President, GTECH Corporation\u003c\/p\u003e \u003cp\u003e\"The concepts put forth in \u003ci\u003eWorld Class Selling\u003c\/i\u003e, created by linking critical sales and sales-related areas 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 to link every employee, everywhere in the company, directly or indirectly to providing value to our customers.\"\u003cbr\u003e—\u003cb\u003eJeff Fox\u003c\/b\u003e President, ALLTEL Information Services\u003c\/p\u003e \u003cp\u003e\"Using the methods Jim Holden spells out in \u003ci\u003eWorld Class Selling\u003c\/i\u003e, 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.\"\u003cbr\u003e—\u003cb\u003ePeter Overakker\u003c\/b\u003e Executive Vice President Origin International (The Netherlands)\u003c\/p\u003eAus 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)\u003cbr\u003e \u003cp\u003eIntroduction: Selling at the Forefront of Change 1\u003c\/p\u003e \u003cp\u003eValue chain Management 2\u003c\/p\u003e \u003cp\u003eIntegrating Sales and Marketing 4\u003c\/p\u003e \u003cp\u003eIntegrating Sales and Human Resources 5\u003c\/p\u003e \u003cp\u003eYour Personal Challenge 7\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 The Competitive Landscape 10\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe First Reality 12\u003c\/p\u003e \u003cp\u003eBuilding Wisdom 14\u003c\/p\u003e \u003cp\u003eBuilding and Evaluating Value 15\u003c\/p\u003e \u003cp\u003ePerformance Bonding 22\u003c\/p\u003e \u003cp\u003eBuilding Value Propositions 26\u003c\/p\u003e \u003cp\u003eValue-Based Relationships 30\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 Customer Relationships 36\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eValue Expectations 39\u003c\/p\u003e \u003cp\u003eFOX Hunting 52\u003c\/p\u003e \u003cp\u003eFormulating Strategy 55\u003c\/p\u003e \u003cp\u003ePolitical Competition 60\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 The Competitive Salesperson 66\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSales Currency 69\u003c\/p\u003e \u003cp\u003eMeasuring Sales Currency 74\u003c\/p\u003e \u003cp\u003ePolitical Acumen 78\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 Competency Profiling 86\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBuilding a Competency Map 86\u003c\/p\u003e \u003cp\u003eCompetency Profiling 92\u003c\/p\u003e \u003cp\u003eSales Attributes 95\u003c\/p\u003e \u003cp\u003eIntegrity and Performance 95\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 Creating Value through Technology 99\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Technology Gap 103\u003c\/p\u003e \u003cp\u003eA Failed Attempt 104\u003c\/p\u003e \u003cp\u003eFormulating Value-Centric Technology Strategy 109\u003c\/p\u003e \u003cp\u003eAutomating Value-Centric Sales Methodology 112\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 Segmenting the Market 122\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChoosing the Approach 124\u003c\/p\u003e \u003cp\u003eDefining Value Chain Levels 125\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7 The Value-Centric Transformation 135\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePutting Strategy Back into Strategic Planning 136\u003c\/p\u003e \u003cp\u003eA Missed Opportunity 137\u003c\/p\u003e \u003cp\u003eManaging Value 139\u003c\/p\u003e \u003cp\u003eThe Entire Buying Process 140\u003c\/p\u003e \u003cp\u003eThe Customer Food Chain 146\u003c\/p\u003e \u003cp\u003eDefining Customer Buying Patterns 152\u003c\/p\u003e \u003cp\u003eConfronting Internal Politics 155\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8 Selling to Value 160\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAccepting the Call to Action 161\u003c\/p\u003e \u003cp\u003eCreating Value Chain Language 164\u003c\/p\u003e \u003cp\u003eSelling to Blue Value 166\u003c\/p\u003e \u003cp\u003eEstablishing the GLOS Ratio 169\u003c\/p\u003e \u003cp\u003eSelling to Green Value 171\u003c\/p\u003e \u003cp\u003eBusiness Solutions Accounts 175\u003c\/p\u003e \u003cp\u003eQualifying Business Solutions Opportunities 178\u003c\/p\u003e \u003cp\u003eBusiness Solutions Competencies 181\u003c\/p\u003e \u003cp\u003eStrategic Accounts 183\u003c\/p\u003e \u003cp\u003eStrategic Currency 190\u003c\/p\u003e \u003cp\u003eStrategic Competencies 190\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 9 Integrating Sales and Marketing 194\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eApproach to Market 195\u003c\/p\u003e \u003cp\u003eAchieving Sales and Marketing Alignment 199\u003c\/p\u003e \u003cp\u003eMarketing-to-Sales Cycle Alignment 203\u003c\/p\u003e \u003cp\u003eEmerging Internal Opposition 210\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 10 Integrating Sales and Human Resources 216\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eRecruiting and Selection 217\u003c\/p\u003e \u003cp\u003ePerformance Management 225\u003c\/p\u003e \u003cp\u003eValue-Centric Compensation 229\u003c\/p\u003e \u003cp\u003eA Blueprint for Value Chain Management 232\u003c\/p\u003e \u003cp\u003eAbout the Author 243\u003c\/p\u003e \u003cp\u003eIndex 245\u003c\/p\u003e  \"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\u0026amp;T Canada\u003cbr\u003e \u003cbr\u003e \"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\u003cbr\u003e \u003cbr\u003e \"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\u003cbr\u003e \u003cbr\u003e \"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\u003cbr\u003e \u003cbr\u003e \"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) \u003cp\u003e\u003cb\u003eJIM HOLDEN\u003c\/b\u003e 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 \u003ci\u003ePower Base Selling: Secrets of an Ivy League Street Fighter\u003c\/i\u003e, also published by Wiley.\u003c\/p\u003e \u003cp\u003e\u003ci\u003e\u003cb\u003eWorld Class Selling The Crossroads of Customer, Sales, Marketing and Technology\u003c\/b\u003e\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eIn 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. \u003ci\u003eWorld Class Selling\u003c\/i\u003e 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. \u003ci\u003eWorld Class Selling\u003c\/i\u003e 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. \u003ci\u003eWorld Class Selling\u003c\/i\u003e also covers such timely subjects as:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eCreating a vision for a major account over the long term, including the use of Internet technology\u003c\/li\u003e \u003cli\u003eDefining and measuring value to the customer, and pursuing customers in nontraditional ways\u003c\/li\u003e \u003cli\u003eIntroducing the role of technology in providing new, highly intuitive sales performance and coaching tools, along with just-in-time training using Web-based applications\u003c\/li\u003e \u003cli\u003eAligning sales, marketing, and human resources practices to create a world class business development department\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eFor many, today's new selling challenges will truly mean survival of only the fittest. \u003ci\u003eWorld Class Selling\u003c\/i\u003e will help you and your company take an active role at the forefront of change and sell successfully into the future.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990508191973,"sku":"NP9780471326052","price":39.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9780471326052.jpg?v=1761788109","url":"https:\/\/k12savings.com\/es\/products\/world-class-selling-isbn-9780471326052","provider":"K12savings","version":"1.0","type":"link"}