{"product_id":"the-new-power-base-selling-9781118206676","title":"The New Power Base Selling","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eAn updated and revised version of the business classic Power Base Selling    Power Base Selling, originally published in 1990, left readers with an understanding of and language for gaining political advantage within accounts.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eForeword \u003ci\u003eBill McDermott\u003c\/i\u003e xvii\u003c\/p\u003e \u003cp\u003eAcknowledgments xix\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 1 \u003c\/b\u003e\u003cb\u003eSales as a Management Science 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 1 Seeing the Invisible 3\u003cbr\u003e\u003ci\u003eIt is not the strongest of the species that survives, nor the most intelligent, but the one most responsive to change.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 2 The MBA of Selling 13\u003cbr\u003e\u003ci\u003eLearning is like rowing upstream; not to advance is to drop back.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 2 \u003c\/b\u003e\u003cb\u003ePolitics 29\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 3 Influence and Authority 31\u003cbr\u003e\u003ci\u003eThe secret of my influence has always been that it remained secret.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 4 Foxes: The Heart of the Power Base 45\u003cbr\u003e\u003ci\u003eWith foxes we must play the fox.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 5 Power Base Types and Implications 61\u003cbr\u003e\u003ci\u003eSticks in a bundle are unbreakable.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 6 Fox Hunting and Power Base Mapping 73\u003cbr\u003e\u003ci\u003eNothing has such power to broaden the mind as the ability to investigate systematically.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 7 Gaining Political Advantage 93\u003cbr\u003e\u003ci\u003eRecognition is the greatest motivator.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 3 \u003c\/b\u003e\u003cb\u003eUnexpected Value 113\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 8 Moving Up the Sales Value Chain 115\u003cbr\u003e\u003ci\u003eNow my eyes are turned from the South to the North, and I want to lead one more expedition. This will be the last . . . to the North Pole.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 9 Building Expressions of Customer Value 123\u003cbr\u003e\u003ci\u003eMake no little plans; they have no magic to stir men’s blood.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 10 Creating Demand to Displace Competitors 139\u003cbr\u003e\u003ci\u003eA wise man will make more opportunities than he finds.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 4 \u003c\/b\u003e\u003cb\u003eStrategy 157\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 11 Introduction to Compete Strategy 159\u003cbr\u003e\u003ci\u003eAll men can see these tactics whereby I conquer, but what none can see is the strategy out of which victory is evolved.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 12 Competitive Differentiation 165\u003cbr\u003e\u003ci\u003eIf you know the enemy and know yourself, your victory will not stand in doubt.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 13 The Direct Strategy: Traditional and Nontraditional Application 179\u003cbr\u003e\u003ci\u003eThe truly wise can perceive things before they have come to pass.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 14 The Indirect Strategy: Changing the Ground Rules 187\u003cbr\u003e\u003ci\u003eAppear where you are not expected.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 15 The Divisional Strategy: Peaceful Coexistence 199\u003cbr\u003e\u003ci\u003eIf the enemy’s forces are united, separate them.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 16 The Containment Strategy: Transition Back to Indirect 207\u003cbr\u003e\u003ci\u003eThough the enemy be stronger in numbers, we may prevent him from fighting.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eEpilogue Helping Others Elevate the Sales Profession 217\u003cbr\u003e\u003ci\u003eLead me, follow me, or get out of my way.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eIndex 223\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":48738352398679,"sku":"9781118206676","price":17.85,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781118206676.jpg?v=1723811963","url":"https:\/\/bookcurl.com\/products\/the-new-power-base-selling-9781118206676","provider":"Book Curl","version":"1.0","type":"link"}