Power Base Selling: Secrets of an Ivy League Street Fighter

Focuses on competitive selling: the range of skills that sales professionals need to reach their full potential. It offers practical, step-by-step advice that salespeople can take to prevent the competition from selling their products or services, revealing the components involved in gaining full control of a sales situation. Discusses a key step in this process-the politics of selling-showing how to establish the right relationships with people who are powerful enough to give the salespers...