The Challenger Sale: Taking Control of the Customer Conversation
Dixon, Matthew, Adamson, Brent
ISBN 10: 1591844355 ISBN 13: 9781591844358
Published by Portfolio, 2011
Used
Hardcover
From
More Than Words, Waltham, MA, U.S.A.
Seller rating 5 out of 5 stars
AbeBooks Seller since 30 November 2010
This specific item is no longer available.
About this Item
Description:
. . All orders guaranteed and ship within 24 hours. Before placing your order for please contact us for confirmation on the book's binding. Check out our other listings to add to your order for discounted shipping. Seller Inventory # BOS-M-06b-01271
Synopsis:
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.
About the Author: Matthew Dixon is a managing director and Brent Adamson is a senior director with sales and marketing practice of The Corporate Executive Board Company.
"About this title" may belong to another edition of this title.
Bibliographic Details
Title: The Challenger Sale: Taking Control of the ...
Publisher: Portfolio
Publication Date: 2011
Binding: Hardcover
Condition: Good
Top Search Results from the AbeBooks Marketplace
Stock Image
The Challenger Sale: Taking Control of the Customer Conversation
Seller: BookHolders, Towson, MD, U.S.A.
Seller rating 5 out of 5 stars
Condition: Good. [ No Hassle 30 Day Returns ][ Ships Daily ] [ Underlining/Highlighting: NONE ] [ Writing: NONE ] [ Edition: Reprint ] Publisher: Portfolio Pub Date: 11/10/2011 Binding: Hardcover Pages: 240 Reprint edition. Seller Inventory # 6824757
Seller Image
The Challenger Sale: Taking Control of the Customer Conversation
Seller: Off The Shelf, Antonia, MO, U.S.A.
Seller rating 4 out of 5 stars
Condition: good. The item shows wear from consistent use, but it remains in good condition and works perfectly. All pages and cover are intact including the dust cover, if applicable . Spine may show signs of wear. Pages may include limited notes and highlighting. May NOT include discs, access code or other supplemental materials. Seller Inventory # 4WILKM00NDFI
Seller Image
The Challenger Sale: Taking Control of the Customer Conversation
Seller: Goodwill, Brooklyn Park, MN, U.S.A.
Seller rating 4 out of 5 stars
Condition: good. The item has minimal writing and or highlighting inside. Bent Corners. Seller Inventory # MINV.1591844355.G
Stock Image
The Challenger Sale: Taking Control of the Customer Conversation
Seller: Archives Books inc., Edmond, OK, U.S.A.
Seller rating 5 out of 5 stars
Hardcover. Condition: Acceptable. Dust jacket is in Good condition. Notations throughout book. Historic Oklahoma Bookstore on Route 66. Packages shipped daily, Mon-Friday. Seller Inventory # mon0000689356
Stock Image
The Challenger Sale: Taking Control of the Customer Conversation
Seller: Red's Corner LLC, Tucker, GA, U.S.A.
Seller rating 5 out of 5 stars
hardcover. Condition: Good. All orders ship by next business day! This is a used book. Grade 2 out 5 points. Books has moderate wear on cover and pages. Books with this grade may have any of the following: Personalized notes/names, stickers/labels, markings on pages, bends/creases on cover/spine, ex-library markings. May not include extra materials such as dust jackets, access codes, CDs, accessories, etc. We are a small company and very thankful for your business! Seller Inventory # 4CNZEC0005KD
Stock Image
The Challenger Sale: Taking Control of the Customer Conversation
Seller: Duru Media, Tallahassee, FL, U.S.A.
Seller rating 5 out of 5 stars
hardcover. Condition: Very Good. Seller Inventory # 01KH6GEESVXW7VE
Stock Image
The Challenger Sale: Taking Control of the Customer Conversation
Seller: Campus Bookstore, Denton, TX, U.S.A.
Seller rating 4 out of 5 stars
Hardcover. Condition: Good. May contain highlighting/underlining/notes/etc. May have used stickers on cover. Access codes and supplements are not guaranteed to be included with used books. Ships same or next day. Expedited shipping: 3-5 business days, Standard shipping: 4-14 business days. Seller Inventory # mon0000132123
Stock Image
The Challenger Sale: Taking Control of the Customer Conversation
Seller: HPB-Ruby, Dallas, TX, U.S.A.
Seller rating 5 out of 5 stars
Hardcover. Condition: Very Good. Connecting readers with great books since 1972! Used books may not include companion materials, and may have some shelf wear or limited writing. We ship orders daily and Customer Service is our top priority! Seller Inventory # S_452865562
Stock Image
The Challenger Sale: Taking Control of the Customer Conversation
Seller: Gulf Coast Books, Cypress, TX, U.S.A.
Seller rating 5 out of 5 stars
Hardcover. Condition: Good. Seller Inventory # 1591844355-3-26047947
Stock Image
The Challenger Sale: Taking Control of the Customer Conversation
Seller: Gulf Coast Books, Cypress, TX, U.S.A.
Seller rating 5 out of 5 stars
Hardcover. Condition: Fair. Seller Inventory # 1591844355-4-22073369