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

3.62 avg rating
( 8 ratings by Goodreads )
 
9780471326052: World Class Selling : The Crossroads of Customer, Sales, Marketing, and Technology
View all copies of this ISBN edition:
 
 

Praise for Jim Holden's World Class Selling "World Class Selling isa must for any company executive and sales professional committedto achieving world class supremacy. Jim Holden has surpassedhimself." -George E. Harvey President, Business Group AT&TCanada "The Holden Corporation and its value concept teachings arenot new to the Microsoft OEM division. For the past three years wehave worked with them, immersing ourselves in their valuemanagement methodology, applying it to a variety of scenarios inour business, with excellent results. For us, World Class Sellingis another great extension of what we have been practicing for sometime. I'm sure it will make us an even better organization toreckon with." -Joachim Kempin Senior Vice President, OEM Division,Microsoft "In World Class Selling, Jim Holden adds anotherdimension to his teaching effectiveness. The real-life highs, lows,threats to, and accomplishments of Mary Gagan establish the dramaof what selling has become.an outstanding book which addresses avery complicated subject in a very interesting and comprehensiveway." -William Y. O'Connor Chairman, CEO, and President, GTECHCorporation "The concepts put forth in World Class Selling, createdby linking critical sales and sales-related areas of a business,will drive any company's ability to change as market circumstanceschange. Holden Corporation has been a strong, passionate, andvalue-focused partner to ALLTEL. Their proven processes are helpingto link every employee, everywhere in the company, directly orindirectly to providing value to our customers." -Jeff FoxPresident, ALLTEL Information Services "Using the methods JimHolden spells out in World Class Selling, we at Origin were able touse one common language and professionalize our sales process andsales force, resulting in an increased hit rate and lower salescost." -Peter Overakker Executive Vice President OriginInternational (The Netherlands)

"synopsis" may belong to another edition of this title.

From the Inside Flap:

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.

About 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.

"About this title" may belong to another edition of this title.

Other Popular Editions of the Same Title

9780471328773: World Class Selling

Featured Edition

ISBN 10:  0471328774 ISBN 13:  9780471328773
Publisher: John Wiley & Sons, Inc., 1999
Softcover

Top Search Results from the AbeBooks Marketplace

1.

Holden, Jim
Published by Wiley
ISBN 10: 0471326054 ISBN 13: 9780471326052
New Hardcover Quantity Available: 1
Seller:
Gonia Books
(Pleasant View, TN, U.S.A.)
Rating
[?]

Book Description Wiley. Hardcover. Condition: New. 0471326054 Fast handling - Orders prepared for Shipping Next Business Day!. Seller Inventory # CM-HB-10971C

More information about this seller | Contact this seller

Buy New
US$ 4.88
Convert currency

Add to Basket

Shipping: US$ 3.99
Within U.S.A.
Destination, rates & speeds

2.

Jim Holden
Published by Wiley (1999)
ISBN 10: 0471326054 ISBN 13: 9780471326052
New Hardcover Quantity Available: 1
Seller:
Ergodebooks
(RICHMOND, TX, U.S.A.)
Rating
[?]

Book Description Wiley, 1999. Hardcover. Condition: New. Seller Inventory # DADAX0471326054

More information about this seller | Contact this seller

Buy New
US$ 10.84
Convert currency

Add to Basket

Shipping: US$ 3.99
Within U.S.A.
Destination, rates & speeds

3.

Jim Holden
Published by Wiley (1999)
ISBN 10: 0471326054 ISBN 13: 9780471326052
New Hardcover Quantity Available: 1
Seller:
Irish Booksellers
(Portland, ME, U.S.A.)
Rating
[?]

Book Description Wiley, 1999. Condition: New. book. Seller Inventory # M0471326054

More information about this seller | Contact this seller

Buy New
US$ 16.96
Convert currency

Add to Basket

Shipping: US$ 3.27
Within U.S.A.
Destination, rates & speeds

4.

Jim Holden
Published by John Wiley and Sons Ltd, United States (1999)
ISBN 10: 0471326054 ISBN 13: 9780471326052
New Hardcover First Edition Quantity Available: 1
Seller:
Book Depository International
(London, United Kingdom)
Rating
[?]

Book Description John Wiley and Sons Ltd, United States, 1999. Hardback. Condition: New. 1. Auflage. Language: English. Brand new Book. Praise 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). Seller Inventory # AAH9780471326052

More information about this seller | Contact this seller

Buy New
US$ 25.01
Convert currency

Add to Basket

Shipping: FREE
From United Kingdom to U.S.A.
Destination, rates & speeds

5.

Jim Holden
Published by John Wiley and Sons Ltd, United States (1999)
ISBN 10: 0471326054 ISBN 13: 9780471326052
New Hardcover First Edition Quantity Available: 1
Seller:
The Book Depository
(London, United Kingdom)
Rating
[?]

Book Description John Wiley and Sons Ltd, United States, 1999. Hardback. Condition: New. 1. Auflage. Language: English . Brand New Book. Praise 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 ATT 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). Seller Inventory # AAH9780471326052

More information about this seller | Contact this seller

Buy New
US$ 25.58
Convert currency

Add to Basket

Shipping: FREE
From United Kingdom to U.S.A.
Destination, rates & speeds

6.

Holden, Jim
Published by John Wiley and#38; Sons (1999)
ISBN 10: 0471326054 ISBN 13: 9780471326052
New Quantity Available: > 20
Print on Demand
Seller:
Pbshop
(Wood Dale, IL, U.S.A.)
Rating
[?]

Book Description John Wiley and#38; Sons, 1999. HRD. Condition: New. New Book. Shipped from US within 10 to 14 business days. THIS BOOK IS PRINTED ON DEMAND. Established seller since 2000. Seller Inventory # IQ-9780471326052

More information about this seller | Contact this seller

Buy New
US$ 26.02
Convert currency

Add to Basket

Shipping: US$ 3.99
Within U.S.A.
Destination, rates & speeds

7.

Holden, Jim
Published by John Wiley & Sons 3/29/1999 (1999)
ISBN 10: 0471326054 ISBN 13: 9780471326052
New Hardcover Quantity Available: 10
Seller:
BargainBookStores
(Grand Rapids, MI, U.S.A.)
Rating
[?]

Book Description John Wiley & Sons 3/29/1999, 1999. Hardback or Cased Book. Condition: New. World Class Selling. Book. Seller Inventory # BBS-9780471326052

More information about this seller | Contact this seller

Buy New
US$ 31.68
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds

8.

Jim Holden
Published by John Wiley and Sons Ltd
ISBN 10: 0471326054 ISBN 13: 9780471326052
New Hardcover Quantity Available: 2
Seller:
THE SAINT BOOKSTORE
(Southport, United Kingdom)
Rating
[?]

Book Description John Wiley and Sons Ltd. Hardback. Condition: New. New copy - Usually dispatched within 2 working days. Seller Inventory # B9780471326052

More information about this seller | Contact this seller

Buy New
US$ 24.34
Convert currency

Add to Basket

Shipping: US$ 9.06
From United Kingdom to U.S.A.
Destination, rates & speeds

9.

Holden, Jim
Published by John Wiley and#38; Sons (1999)
ISBN 10: 0471326054 ISBN 13: 9780471326052
New Quantity Available: 2
Seller:
Books2Anywhere
(Fairford, GLOS, United Kingdom)
Rating
[?]

Book Description John Wiley and#38; Sons, 1999. HRD. Condition: New. New Book. Shipped from UK in 4 to 14 days. Established seller since 2000. Seller Inventory # FW-9780471326052

More information about this seller | Contact this seller

Buy New
US$ 21.81
Convert currency

Add to Basket

Shipping: US$ 11.75
From United Kingdom to U.S.A.
Destination, rates & speeds

10.

Jim Holden
Published by John Wiley & Sons
ISBN 10: 0471326054 ISBN 13: 9780471326052
New Hardcover Quantity Available: > 20
Seller:
BuySomeBooks
(Las Vegas, NV, U.S.A.)
Rating
[?]

Book Description John Wiley & Sons. Hardcover. Condition: New. 254 pages. Dimensions: 9.5in. x 6.3in. x 0.9in.Praise for Jim Holdens 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 and 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. Im 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. OConnor 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 companys 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) This item ships from multiple locations. Your book may arrive from Roseburg,OR, La Vergne,TN. Hardcover. Seller Inventory # 9780471326052

More information about this seller | Contact this seller

Buy New
US$ 35.57
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds

There are more copies of this book

View all search results for this book