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LEADER 00000cam a2200289 a 4500 
001    u16664 
001    16939 
003    SIRSI 
005    20070425190000.0 
008    290304s2002    xxua00000b0000001100eng0d 
020    0471061808 
049    FUJA JURF 
050  0 HF5438.25|bH65 2002 
100 1  Holden, Jim|d1948- 
245 14 The selling fox :|ba field guide for dynamic sales 
       performance /|cJim Holden. 
260    New York :|bJohn Wiley and Sons ,|c2002 
300    xvi, 222 p. :|bill. ;|c24 cm. 
500    Includes index, p.: 217-222. 
504    Includes bibliographical references. 
505 0  Machine generated contents note: Chapter 1 Closing 
       Techniques 5 -- Mastering the Basics 5 -- The Close 6 -- 
       The Indirect Strategy: A Key Strategy to Master 15 -- 
       Making the Customer Commitment Stick 18 -- Closing Like a 
       Selling Fox 21 -- Selling Fox Talk 22 -- The Fox Ethos 22 
       -- Chapter 2 Closing Dynamics 24 -- Mechanics of a Trial 
       Close 24 -- Close Condition Requirements 25 -- The Fox 
       Ethos 34 -- Chapter 3 Blocking and Trapping 35 -- Blocking
       35 -- Trapping the Competition 41 -- Selling Fox Talk 50 -
       - The Fox Ethos 51 -- Chapter 4 Selling at the Edge 52 -- 
       Acknowledging the Possibility of Losing 52 -- Loss 
       Recovery Plans and Techniques 53 -- Ranking Your 
       Performance 58 -- The Fox Ethos 67 -- Chapter 5 Calling 
       High 68 -- Executive Relationship Principles 68 -- 
       Creating Balanced Value 76 -- The Seven-Step Executive 
       Calling Process 88 -- The Selling Fox's Perspective on 
       Calling High 98 -- The Fox Ethos 99 -- Chapter 6 The King 
       of Sales Strategy 100 -- How You Sell Is Important 100 -- 
       Indirect Is King 101 -- Real-Life Examples of the Indirect
       Strategy 109 -- Indirect Wins for Selling Foxes 118 -- The
       Fox Ethos 118 -- Chapter De-Installing a Competitor 119 --
       De-Installing a Competitor in a Major Account 119 -- A Fox
       -Like Approach to Loss Recovery 141 -- The Fox Ethos 143 -
       - Chapter 8 Qualifying Opportunities 144 -- The 
       Opportunity Evaluator 144 -- Major Opportunity Evaluator 
       145 -- Major Opportunity Evaluator Summary 173 -- Short 
       Cycle Opportunity Evaluator 177 -- The Fox Ethos 182 -- 
       Chapter 9 Are You a Selling Fox? 183 -- Expanding Your 
       Self-Performance Rating 183 -- Are You a Selling Fox? 187 
       -- The Fox Ethos 192 -- Chapter 10 Building Your Personal 
       Business Development System. 193 -- The Missing System 193
       -- Design an Effective System 194 -- Applying Planning to 
       Your System 196 -- Assessing Your Personal Capacity 200 --
       Build Your Personal Business Development System 203 -- The
       Mark of a Selling Fox 210 -- The Selling Fox Ethos 211. 
650  0 Selling 
650  0 Competition 
856    |3Table of contents|uhttp://www.loc.gov/catdir/toc/
       wiley023/2002284582.html