The Challenger Sale How To Take Control of the Customer Conversation
1-
- Hardcover
- Taschenbuch ausgewählt
- eBook
-
Sprache:Englisch
21,99 €
inkl. gesetzl. MwSt.,
Lieferung nach Hause
Beschreibung
Produktdetails
Verkaufsrang
1866
Einband
Taschenbuch
Erscheinungsdatum
07.02.2013
Abbildungen
illustrations
Verlag
Penguin Books LtdSeitenzahl
214
Maße (L/B/H)
23,2/15,4/2 cm
Gewicht
302 g
Farbe
Rubin / Wollweiß
Sprache
Englisch
ISBN
978-0-670-92285-7
THE BESTSELLING SALES CLASSIC WITH 1 MILLION COPIES SOLD
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.
The need to understand what top-performing reps are doing that their average performing colleagues are not is what drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board, to investigate the skills, behaviours, 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.
'Read it, think about it, implement it. You, and your organization, will be glad you did'
Professor Neil Rackham, author of SPIN Selling
'The Challenger Sale breaks the winning elements of this powerful approach into a set of teachable skills that can take even a top sales team to a new level of results delivery'
Dan James, former chief sales officer, DuPont
Kundinnen und Kunden meinen
Kurze Frage zu unserer Seite
Vielen Dank für dein Feedback
Wir nutzen dein Feedback, um unsere Produktseiten zu verbessern. Bitte habe Verständnis, dass wir dir keine Rückmeldung geben können. Falls du Kontakt mit uns aufnehmen möchtest, kannst du dich aber gerne an unseren Kund*innenservice wenden.
zum Kundenservice