Challenger sale

Rubriek: Textual/Printed/Reference Materials - Boek

Prijs: 23.99 Nu voor: € 20.95

Rating: 4.1/5

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Verzending:
Uiterlijk 2 december in huis

Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, this title argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions.



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.

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The Challenger Sale

Rating: 4.1 / 5 | Prijs: € 14.73

Shares the secret to sales success don t just build relationships with customers this title argues that classic relationship building is the wrong approach Uiterlijk 30 november in huis .. MEER INFO

The Challenger Sale

Rating: 4.1 / 5 | Prijs: € 14.99

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 th Direct beschikbaar .. MEER INFO

Challenge Customer

Rating: 5 / 5 | Prijs: € 17.07

Based on new ceb research from thousands of b2b marketers sellers and buyers around the world this book shows you how to find these mobilizers and equip them with the tools to effectively challenge their own organizations on your behalf from the authors of the internationally bestselling busine Op voorraad. Voor 23:59 uur besteld, woensdag in huis .. MEER INFO

Taal: en

Bindwijze: Hardcover

Oorspronkelijke releasedatum: 10 november 2011

Aantal pagina's: 221

Illustraties: Nee

Hoofdauteur: Brent Adamson

Tweede Auteur: Brent Adamson

Co Auteur: Matthew Dixon

Hoofduitgeverij: Peng

Extra groot lettertype: Nee

Product breedte: 159 mm

Product hoogte: 21 mm

Product lengte: 236 mm

Studieboek: Ja

Verpakking breedte: 159 mm

Verpakking hoogte: 22 mm

Verpakking lengte: 235 mm

Verpakkingsgewicht: 426 g

EAN: 9781591844358

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