MARC details
| 000 -LEADER |
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| fixed length control field |
04601nam a2200205Ia 4500 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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| fixed length control field |
150210s9999 xx 000 0 und d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
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| International Standard Book Number |
9788126507719 |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER |
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| Classification number |
658.85 |
| 100 ## - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Schwantz, Randy |
| 9 (RLIN) |
16427 |
| 245 ## - TITLE STATEMENT |
|---|
| Title |
How to get your competition fired without saying anything bad about them : |
| Remainder of title |
using the wedge to increase your sales |
| Statement of responsibility, etc |
Randy Schwantz |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Name of publisher, distributor, etc |
Wiley India Pvt Ltd. |
| Place of publication, distribution, etc |
New Delhi |
| Date of publication, distribution, etc |
2006 |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
209 p. |
| Other physical details |
Paper |
| 505 ## - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
The wedge --<br/>Finding your winning difference --<br/>The wedge sales call --<br/>Discovering the pain --<br/>Proposing a remedy --<br/>Getting your competition fired --<br/>Individual success --<br/>The wedge sales culture --<br/>For buyers only --<br/>For current providers only --<br/>The wedge flight plan : a quick review. |
| 520 ## - SUMMARY, ETC. |
|---|
| Summary, etc |
"More than ever, our success -- whether in business, government or academe – depends on our ability to see change and respond to it quickly. The bar has been raised once again. This time, it's agility. Information technology and business strategies must not only be aligned, they must be adaptable. Pal, Pantaleo and colleagues provide us with a cogent picture of this new order, and offer practical advice on what to do about it."<br/><br/>Buzz Waterhouse, Former Chairman, President, and CEO, the Reynolds and Reynolds Company<br/><br/>"Increasing competitive pressures, continuous change in market forces, and rapid introduction of new technology have created a new, more challenging dynamic in business today. In order to succeed, and even survive, in this environment, organizations must adopt new business models that rely on anticipation, speed, and flexibility to create competitive advantage. The eBRC has brought together thought leaders from academia, industry, and government to provide a comprehensive analysis of the issues and opportunities facing organizations as they make this transformation. The Agile Enterprise is an invaluable resource, offering both strategic and tactical insights for leaders as they create adaptive organizations."<br/><br/>Kirk Rothrock, President and CEO, CompBenefits<br/><br/>"Forget the past, the Agile Enterprise examines the future of business and government in which the ability to change with speed defines success. Frameworks and examples abound on key topics such as business process automation, offshore outsourcing, innovation management, services building blocks, security and privacy, as well as the DNA of organizational agility."<br/>James C. Spohrer, Director, Almaden Services Research, IBM<br/><br/>"The Agile Enterprise anticipates perfectly 21st century business requirements. Business must move fast and adapt to anticipated and unanticipated events and conditions. The book provides a wake-up call for anyone who thinks strategically about where business models and processes are heading. Ignore the call at your peril; take the call and re-think the velocity and trajectory of your business. Nirmal Pal and Dan Pantaleo have assembled a ton of valuable insights, recommendations and best practices into one volume that really gets it: the velocity of business change is accelerating and the trajectories are traditional and non-traditional."<br/><br/>Stephen J. Andriole, Ph.D., Thomas G. Labrecque Professor of Business Technology, Villanova University and Former Senior Vice President for Technology Strategy & Chief Technology Officer of Safeguard Scientifics, Inc. and CIGNA Corporation<br/><br/>"Pal and Pantaleo have masterfully assembled the newest ideas and recommendations from a collage of government, business and academic thought leaders into a body of work that provides executives with an excellent roadmap for evolving their enterprises into that fittest of all organizational species – the Agile Enterprise. A nice balance between theoretical and practical analyses – with lots of anecdotes, real-life examples and useful tools for setting and achieving goals focused on adaptability, innovation and agility. A great addition to any executive’s arsenal of information for success." |
| Expansion of summary note |
This book shows salespeople like you how to solve a major problem that traditional selling doesn't - how to get the competition fired to win new business." "How to Get Your Competition Fired is based on Randy Schwantz's revolutionary Wedge methodology, a unique selling strategy that helps you win new business by driving a wedge between your prospect and the incumbent - busting the relationship and opening the door for you." |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Selling. |
| 9 (RLIN) |
16428 |
|
|---|
| Topical term or geographic name as entry element |
Sales management. |
| 9 (RLIN) |
16429 |
|
|---|
| Topical term or geographic name as entry element |
Competition. |
| 9 (RLIN) |
16430 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
Dewey Decimal Classification |
| Item type |
Book |
