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Informationen zum Autor 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. Klappentext Aus der Sicht des Verkäufers wendet sich dieses Buch höchst aktuellen Fragen zu, unter anderem: Wie entwickelt man eine Langzeitvision? Wie überzeugt man Kunden in unkonventioneller Weise? Wie macht man sich das Internet zunutze? Wie definiert und mißt man den (qualitativen und quantitativen) Wert einer Kundenbeziehung? Wie richtet man Marketing, Verkauf und Strategien der Mitarbeiter aus, um die Entwicklung des Geschäfts auf höchstem internationalen Standard zu halten?(03/99) Zusammenfassung Aus der Sicht des Verkäufers wendet sich dieses Buch höchst aktuellen Fragen zu, unter anderem: Wie entwickelt man eine Langzeitvision? Wie überzeugt man Kunden in unkonventioneller Weise? Wie macht man sich das Internet zunutze? Wie definiert und mißt man den (qualitativen und quantitativen) Wert einer Kundenbeziehung? Wie richtet man Marketing, Verkauf und Strategien der Mitarbeiter aus, um die Entwicklung des Geschäfts auf höchstem internationalen Standard zu halten?(03/99) Inhaltsverzeichnis 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<...
