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The Challenger Sale: Taking Control Of The Customer Conversation

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Marque : GENERIC
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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 Co...

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Description produit

Marque
GENERIC
Titre
The Challenger Sale: Taking Control Of The Customer Conversation
Éditeur
Portfolio
Type de produit
paperback
Présentation du livre
paperback
Date de sortie
10 نوفمبر 2011
Langue d'origine
الإنجليزية
ISBN
1591844355
Langue
الإنجليزية
Résumé
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. اقرأ المزيد
Auteur
Matthew Dixon, Brent Adamson
Date de parution
10 نوفمبر 2011