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The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon, Brent Adamson (Hardcover, 2011)
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And what they discovered may be the biggest shock to conventional sales wisdom in decades. Author: Matthew Dixon, Brent Adamson. Title: The Challenger Sale. Format: Hardback. Type: Hardback. Publisher: Portfolio.
- Buy it nowMatthew Dixon Brent Adamson The Challenger Sale (Hardback)
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The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, 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. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.Product Identifiers
PublisherPenguin Putnam INC International Concepts
ISBN-139781591844358
eBay Product ID (ePID)113957169
Product Key Features
Number of Pages240 Pages
Publication NameThe Challenger Sale: Taking Control of the Customer Conversation
LanguageEnglish
SubjectMarketing
Publication Year2011
TypeTextbook
AuthorMatthew Dixon, Brent Adamson
FormatHardcover
Dimensions
Item Height236 mm
Item Weight414 g
Item Width157 mm
Additional Product Features
Country/Region of ManufactureUnited States
Title_AuthorBrent Adamson, Matthew Dixon
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- 16 May, 2024
Thank you. I hope to deal with you again.
Thank you. I hope to deal with you again.Verified purchase: YesCondition: Pre-owned
