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The challenger sale : how to take control of the customer conversation /

By: Dixon, Matthew, 1972-.
Contributor(s): Adamson, Brent [author].
Publisher: London : Portfolio Penguin, 2013Description: xvi, 221 pages : illustrations ; 26 cm.Content type: text | text | still image Media type: unmediated | unmediated Carrier type: volume | volumeISBN: 9780670922857; 9780670922857:; 0670922854.Subject(s): Selling | Customer relationsDDC classification: 658.85 DIX
Contents:
A surprising look into the future -- The evolving journey of solution selling -- The challenger (part 1): A new model for high performance -- The challenger (part 2): Exporting the model to the core -- Teaching for differentiation (part 1): Why insight matters -- Teaching for differentiation (part 2): How to build to insight-led conversations -- Tailoring for resonance -- Taking control of the sale -- The manager and the challenger selling model -- Implementation lessons from the early adopters -- Challenging beyond sales.
Summary: 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.
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Holdings
Item type Current library Call number Status Date due Barcode Item holds
Standard Loan Standard Loan ATU Sligo Yeats Library Main Lending Collection 658.85 DIX (Browse shelf(Opens below)) Available 0062868
Total holds: 0

Includes index.

A surprising look into the future -- The evolving journey of solution selling -- The challenger (part 1): A new model for high performance -- The challenger (part 2): Exporting the model to the core -- Teaching for differentiation (part 1): Why insight matters -- Teaching for differentiation (part 2): How to build to insight-led conversations -- Tailoring for resonance -- Taking control of the sale -- The manager and the challenger selling model -- Implementation lessons from the early adopters -- Challenging beyond sales.

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.

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