The Challenger Sale pdf epub mobi txt 电子书下载 2024

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Matthew Dixon and Brent Adamson

Portfolio Penguin

2012-5-31

256

GBP 22.22

Hardcover

9781591844358

图书标签: 销售市场营销 Sales Marketing 必读市场人际关系 readinglist

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发表于2024-12-24

The Challenger Sale epub 下载 mobi 下载 pdf 下载 txt 电子书下载 2024

The Challenger Sale pdf epub mobi txt 电子书下载 2024

图书描述

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.

The Challenger Sale 下载 mobi epub pdf txt 电子书