Power Base Selling by Wendy Holden
Secrets of an Ivy League Street Fighter
This insightful guide delves into the strategic art of sales, emphasizing the importance of understanding and leveraging the power dynamics within client organizations. It introduces the concept of identifying and cultivating relationships with key decision-makers, or 'power bases,' to effectively influence purchasing decisions. By focusing on building trust and credibility with these influential figures, sales professionals can navigate complex organizational structures and secure successful outcomes. The book provides practical techniques and real-world examples to help salespeople enhance their ability to connect with and persuade the right people, ultimately driving more successful sales results.
- Published
- 1990
- Nationality
- Unknown
- Length
- Medium
- Pages
- 250-300
- Original Language
- English
- Avg User Rating
- No ratings yet
- Alternate Titles
- None
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