The Challenger Sale: How To Take Control of the Customer Conversation

Matthew Dixon

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Sprache: Englisch

Verlag: Penguin Books Ltd, United Kingdom, London, 2013

0670922854 / 9780670922857

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Artikelbeschreibung des Verkäufers

THE BESTSELLING SALES CLASSIC WITH 1 MILLION COPIES SOLD What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships - and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them.The need to understand what top-performing reps are doing that their average performing colleagues are not is what drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board, to investigate the skills, behaviours, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one - the Challenger - delivers consistently high performance.Read it, think about it, implement it. You, and your organization, will be glad you didProfessor Neil Rackham, author of SPIN SellingThe Challenger Sale breaks the winning elements of this powerful approach into a set of teachable skills that can take even a top sales team to a new level of results deliveryDan James, former chief sales officer, DuPont. The book has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged.…

Bestandsnummer des Verkäufers GOR005235511

Titel
The Challenger Sale: How To Take Control of the Customer Conversation
Autor
Matthew Dixon
Verlag
Penguin Books Ltd, United Kingdom, London
Erscheinungsjahr
2013
Zustand
Very Good
Einband
Paperback
Sprache
Englisch
ISBN-10
0670922854
ISBN-13
9780670922857
Artikelgewicht
299 Gramm
Abmessungen
152.0 x 233.0

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