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

Overview

World Class Selling The Crossroads of Customer, Sales, Marketingand Technology In today's changing marketplace, the sales methodsand practices of yesterday will no longer work. To stay ahead,sales and marketing professionals at every level must take on newroles. Companies must also be willing to reorganize and operatedifferently. But these transitions are not easily realized and, intoday's challenging business environment, are too often vigorouslyresisted. World Class Selling provides the ...

See more details below
Available through our Marketplace sellers.
Other sellers (Hardcover)
  • All (23) from $1.99   
  • New (6) from $22.06   
  • Used (17) from $1.99   
Close
Sort by
Page 1 of 1
Showing All
Note: Marketplace items are not eligible for any BN.com coupons and promotions
$22.06
Seller since 2008

Feedback rating:

(4631)

Condition:

New — never opened or used in original packaging.

Like New — packaging may have been opened. A "Like New" item is suitable to give as a gift.

Very Good — may have minor signs of wear on packaging but item works perfectly and has no damage.

Good — item is in good condition but packaging may have signs of shelf wear/aging or torn packaging. All specific defects should be noted in the Comments section associated with each item.

Acceptable — item is in working order but may show signs of wear such as scratches or torn packaging. All specific defects should be noted in the Comments section associated with each item.

Used — An item that has been opened and may show signs of wear. All specific defects should be noted in the Comments section associated with each item.

Refurbished — A used item that has been renewed or updated and verified to be in proper working condition. Not necessarily completed by the original manufacturer.

New
New Book. Shipped from UK within 10 to 14 business days. Established seller since 2000.

Ships from: Horcott Rd, Fairford, United Kingdom

Usually ships in 1-2 business days

  • Standard, 48 States
  • Standard (AK, HI)
$25.74
Seller since 2009

Feedback rating:

(10992)

Condition: New
New Book. Shipped from US within 4 to 14 business days. Established seller since 2000

Ships from: Secaucus, NJ

Usually ships in 1-2 business days

  • Standard, 48 States
  • Standard (AK, HI)
$29.97
Seller since 2008

Feedback rating:

(18254)

Condition: New
Brand New, Perfect Condition, Please allow 4-14 business days for delivery. 100% Money Back Guarantee, Over 1,000,000 customers served.

Ships from: Westminster, MD

Usually ships in 1-2 business days

  • Canadian
  • International
  • Standard, 48 States
  • Standard (AK, HI)
$29.98
Seller since 2011

Feedback rating:

(65)

Condition: New
Ships next business day! Brand New!

Ships from: Vancouver, WA

Usually ships in 1-2 business days

  • Standard, 48 States
  • Standard (AK, HI)
  • Express, 48 States
  • Express (AK, HI)
$36.55
Seller since 2006

Feedback rating:

(320)

Condition: New
ABSOLUTELY BRAND NEW! Ships out within 24 hours! Multiple quantities available! International and expedited shipping available.

Ships from: Camden, NY

Usually ships in 1-2 business days

  • Standard, 48 States
  • Standard (AK, HI)
$40.95
Seller since 2009

Feedback rating:

(101)

Condition: New
Hardcover New 0471326054 Special order direct from the distributor.

Ships from: Victoria, Canada

Usually ships in 1-2 business days

  • Canadian
  • International
  • Standard, 48 States
  • Standard (AK, HI)
  • Express, 48 States
  • Express (AK, HI)
Page 1 of 1
Showing All
Close
Sort by
Sending request ...

Overview

World Class Selling The Crossroads of Customer, Sales, Marketingand Technology In today's changing marketplace, the sales methodsand practices of yesterday will no longer work. To stay ahead,sales and marketing professionals at every level must take on newroles. Companies must also be willing to reorganize and operatedifferently. But these transitions are not easily realized and, intoday's challenging business environment, are too often vigorouslyresisted. World Class Selling provides the personal/professionaltools and the methodology needed to quickly and effectively makethese transitions. Building upon the Power Base(r) theoryintroduced in his earlier book, Power Base Selling, Jim Holdenpresents current and future marketplace requirements, offering abroader, more strategic view of industry trends and their impact onsales. Examining in depth the significant personal andorganizational implications of selling today, Holden demonstratesthe best ways to ensure both your own success and that of yourcompany. World Class Selling is written in a unique format that theauthor calls "personal dimensioning." In a virtual businesssetting, fictional characters deal with the complex new marketplacein a real-world business situation. You'll follow a salesperson offifteen years' experience as she is victimized by industry trendswhich launch her and her company on a quest to climb the valuechain ahead of the competition. You will discover how an individualcan play a significant role in driving change for a company'sbenefit. You will learn to navigate the minefield of infernalcompany politics in order to progress in today's marketplace. Youwill come in contact with corporate Foxes-powerful people of highintegrity-and learn how to identify them, to your advantage. Youwill also experience working with individuals at the other end ofthe spectrum, those who would advance themselves at your expense orthat of their company. World Class Selling also covers such timelysubjects 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 pursuingcustomers in nontraditional ways
* Introducing the role of technology in providing new, highlyintuitive sales performance and coaching tools, along withjust-in-time training using Web-based applications
* Aligning sales, marketing, and human resources practices tocreate a world class business development department
For many, today's new selling challenges will truly mean survivalof only the fittest. World Class Selling will help you and yourcompany take an active role at the forefront of change and sellsuccessfully into the future.

Read More Show Less

Editorial Reviews

From the Publisher
"World Class Selling is a must for any company executive and salesprofessional committed to achieving world class supremacy. JimHolden has surpassed himself." -George E. Harvey, President,Business Group AT&T Canada

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

"In World Class Selling, Jim Holden adds another dimension to histeaching effectiveness. The real life highs, lows, threats andaccomplishments of Mary Gagan establish the drama of what sellinghas become . . . an outstanding book which addresses a verycomplicated subject in a very interesting and comprehensive way."-William Y. O'Connor, Chairman, CEO, and President GTECHCorporation

"The concepts put forth in World Class Selling, created by linkingcritical sales and sales related area of a business, will drive anycompany's ability to change as market circumstances change. HoldenCorporation has been a strong, passionate and value-focused partnerto ALLTEL. Their proven processes are helping link every employee,everywhere in the company, directly or indirectly to providingvalue to our customers." -Jeff Fox, President ALLTEL InformationServices

"Using the methods Jim Holden spells out in World Class Selling, weat Origin were able to use one common language and professionalizeour sales process and sales force, resulting in an increased hitrate and lower sales cost." -Peter Overakker, Executive VicePresident Origin International (The Netherlands)

Read More Show Less

Product Details

  • ISBN-13: 9780471326052
  • Publisher: Wiley
  • Publication date: 3/29/1999
  • Edition number: 1
  • Pages: 254
  • Product dimensions: 6.00 (w) x 9.00 (h) x 0.75 (d)

Meet 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.

Read More Show Less

Table of Contents

Introduction: Selling at the Forefront of Change 1

Value chain Management 2

Integrating Sales and Marketing 4

Integrating Sales and Human Resources 5

Your Personal Challenge 7

Chapter 1 The Competitive Landscape 10

The First Reality 12

Building Wisdom 14

Building and Evaluating Value 15

Performance Bonding 22

Building Value Propositions 26

Value-Based Relationships 30

Chapter 2 Customer Relationships 36

Value Expectations 39

FOX Hunting 52

Formulating Strategy 55

Political Competition 60

Chapter 3 The Competitive Salesperson 66

Sales Currency 69

Measuring Sales Currency 74

Political Acumen 78

Chapter 4 Competency Profiling 86

Building a Competency Map 86

Competency Profiling 92

Sales Attributes 95

Integrity and Performance 95

Chapter 5 Creating Value through Technology 99

The Technology Gap 103

A Failed Attempt 104

Formulating Value-Centric Technology Strategy 109

Automating Value-Centric Sales Methodology 112

Chapter 6 Segmenting the Market 122

Choosing the Approach 124

Defining Value Chain Levels 125

Chapter 7 The Value-Centric Transformation 135

Putting Strategy Back into Strategic Planning 136

A Missed Opportunity 137

Managing Value 139

The Entire Buying Process 140

The Customer Food Chain 146

Defining Customer Buying Patterns 152

Confronting Internal Politics 155

Chapter 8 Selling to Value 160

Accepting the Call to Action 161

Creating Value Chain Language 164

Selling to Blue Value 166

Establishing the GLOS Ratio 169

Selling to Green Value 171

Business Solutions Accounts 175

Qualifying Business Solutions Opportunities 178

Business Solutions Competencies 181

Strategic Accounts 183

Strategic Currency 190

Strategic Competencies 190

Chapter 9 Integrating Sales and Marketing 194

Approach to Market 195

Achieving Sales and Marketing Alignment 199

Marketing-to-Sales Cycle Alignment 203

Emerging Internal Opposition 210

Chapter 10 Integrating Sales and Human Resources 216

Recruiting and Selection 217

Performance Management 225

Value-Centric Compensation 229

A Blueprint for Value Chain Management 232

About the Author 243

Index 245

Read More Show Less

Customer Reviews

Be the first to write a review
( 0 )
Rating Distribution

5 Star

(0)

4 Star

(0)

3 Star

(0)

2 Star

(0)

1 Star

(0)

Your Rating:

Your Name: Create a Pen Name or

Barnes & Noble.com Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & Noble.com that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & Noble.com does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at BN.com or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation

Reminder:

  • - By submitting a review, you grant to Barnes & Noble.com and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Noble.com Terms of Use.
  • - Barnes & Noble.com reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & Noble.com also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on BN.com. It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

 
Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously

    If you find inappropriate content, please report it to Barnes & Noble
    Why is this product inappropriate?
    Comments (optional)