World Class Selling
The Crossroads of Customer, Sales, Marketing and Technology
By (author) Jim Holden
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World Class Selling by Jim Holden
Book DescriptionPraise for Jim Holden's World Class Selling "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 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." -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 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." -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)
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Book DetailsISBN: 9780471326052
(233mm x 163mm x 25mm)
Imprint: John Wiley & Sons Inc
Publisher: John Wiley and Sons Ltd
Publish Date: 12-Apr-1999
Country of Publication: United States
Books By Author Jim Holden
New Power Base Selling, Hardback (May 2012)
An updated and revised version of the business classic Power Base Selling Power Base Selling, originally published in 1990, left readers with an understanding of and language for gaining political advantage within accounts.
Selling Fox, Hardback (May 2002)» View all books by Jim Holden
This is a follow-up to the author's successful Power Base Selling. It provides step-by-step guidance and instruction for defeating your sales competition and offers tips on ranking sales opportunities, identifying accounts worth pursuing, establishing personal credibility, and more.
UK Kirkus Review » A book from the salesperson's perspective that considers such issues as the new selling environment, creating a vision for a major account over the long term, using Internet technology, pursuing customers in non-traditional ways, defining and measuring value to the customer. Holden explains the role of technology in enabling new, highly intuitive sales performance, and how to use coaching tools and just-in-time training. He also considers how to align marketing, sales and human resources practices to create a world-class business development (Kirkus UK)
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Author Biography - Jim Holden
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.
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