Quorum Books The Internal Sell: Encouraging Executive Influence and Accomplishment

Executives at all levels and in every type of organization achieve their executive status in one of two ways: they either inherit it or they earn it through hard work, aspiration, and a bit of luck. Friesen directs his book at executives who wish to improve their ability to sell and implement ideas, and, in doing so, continue their rise up the corporate ladder.

This book will also be of value to executives who have a desire to increase their authority and/or their administrative position and to those who wish to inspire a sense of loyalty among their employees, and those who hope to lead their orgaizations into the next century. Friesen explains why organizations tend to be defensive and how recognizing this can lead to greater levels of personal success.

He also provides a thorough background on the nature of power, contrasting legitimate power and authority, and helping one understand how to increase it without formal advancement in the organization. A specific process one can use to sell ideas as well as to develop relationships is described and illustrated.

The book is intended for specialists in organizational behavior and top-level executives. It is organized to provide value as a reference work and to provide readers with unusual and useful strategies for their personal advancement and the enrichment of their communication skills.