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In The Challenger Sale, Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers. Challenge them
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.
Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales reps worldwide. And what they discovered may be the biggest shock to conventional sales wisdom in decades.
The Challenger Sale argues that classic relationship-building is the wrong approach. Every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average performance, only one - the Challenger - delivers consistently high performance.
Instead of bludgeoning customers with facts and features, Challengers approach customers with insights about how they can save or make money. They tailor their message to the customer's specific needs. They are assertive, pushing back when necessary and taking control of the sale.
Any sales rep, once equipped with the right tools, can drive higher levels of customer loyalty and, ultimately, greater growth.
Matthew Dixon and Brent Adamson are managing directors with CEB's Sales Executive Council in Washington, D.C.
www.executiveboard.com
www.thechallengersale.com
Le informazioni nella sezione "Riassunto" possono far riferimento a edizioni diverse di questo titolo.
The most important advance in selling for many years. (Neil Rackham, author of SPIN Selling)
L'autore:Matthew Dixon and Brent Adamson are managing directors with CEB in Washington, D.C.
Le informazioni nella sezione "Su questo libro" possono far riferimento a edizioni diverse di questo titolo.
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Da: Regno Unito a: Italia
Descrizione libro Paperback. Condizione: New. BRAND NEW ** SUPER FAST SHIPPING FROM UK WAREHOUSE ** 30 DAY MONEY BACK GUARANTEE. Codice articolo 9780670922857-GDR
Descrizione libro Condizione: New. 2013. 1.8.2013. Paperback. Shares the secret to sales success: don't just build relationships with customers. This title argues that classic relationship-building is the wrong approach. Num Pages: 240 pages, illustrations. BIC Classification: KJS. Category: (P) Professional & Vocational; (U) Tertiary Education (US: College). Dimension: 233 x 155 x 18. Weight in Grams: 320. . . . . . Codice articolo V9780670922857
Descrizione libro paperback. Condizione: New. Language: ENG. Codice articolo 9780670922857
Descrizione libro Condizione: New. 2013. 1.8.2013. Paperback. Shares the secret to sales success: don't just build relationships with customers. This title argues that classic relationship-building is the wrong approach. Num Pages: 240 pages, illustrations. BIC Classification: KJS. Category: (P) Professional & Vocational; (U) Tertiary Education (US: College). Dimension: 233 x 155 x 18. Weight in Grams: 320. . . . . . Books ship from the US and Ireland. Codice articolo V9780670922857
Descrizione libro Paperback. Condizione: New. Codice articolo 6666-GRD-9780670922857
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Descrizione libro Paperback / softback. Condizione: New. New copy - Usually dispatched within 4 working days. Shares the secret to sales success: don't just build relationships with customers. This title argues that classic relationship-building is the wrong approach. Codice articolo B9780670922857
Descrizione libro Paperback. Condizione: New. Codice articolo 6959-GRD-9780670922857
Descrizione libro Condizione: New. pp. 240. Codice articolo 49811872