Matthew Dixon, Brent Adamson

Gebundenes Buch

The Challenger Sale

Taking Control of the Customer Conversation

Beschreibung

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.

Autor

Matthew Dixon is a managing director and Brent Adamson is a senior director with Corporate Executive Board's Sales Executive Council in Washington, D.C. About Corporate Executive Board By identifying and building on the proven best practices of the world's best companies, Corporate Executive Board (CEB) helps senior executives and their teams drive corporate performance. CEB tools, insights, and analysis empower clients to focus efforts, move quickly, and address emerging and enduring business challenges with confidence. For more information visit www.executiveboard.com www.thechallengersale.com

Produktdetails

• Verlag: Penguin Random House / Portfolio
• Seitenzahl: 240
• Erscheinungstermin: 10. November 2011
• Englisch
• Abmessung: 236mm x 161mm x 23mm
• Gewicht: 417g
• ISBN-13: 9781591844358
• ISBN-10: 1591844355
• Artikelnr.: 33316760

Rezensionen

Read it, think about it, implement it. You, and your organization, will be glad you did Professor Neil Rackham, author of SPIN Selling