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Dixon, Matthew & Brent Adamson

Published by Portfolio / Penguin c. 2011, NY (2011)

ISBN 10: 1591844355 ISBN 13: 9781591844358

Used Hardcover First Edition

Quantity Available: 1

From: Velma Clinton Books (HOPE VALLEY, RI, U.S.A.)

Seller Rating: 5-star rating

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Item Description: Portfolio / Penguin c. 2011, NY, 2011. Hardcover; Sixth Printing. Book Condition: Very Good-. Dust Jacket Condition: Very Good+. First Edition. Binding is clean, sound and unworn. Considerable light yellow highlighting on pages 47-69, with a few occasional markings elsewhere; remainder of text is almost as new as is the DJ. ; 9-1/4" Tall, XVI + 221pp. White boards, red spine, black spine lettering. BUSINESS. "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, expecially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that only one type of sales rep consistently delivers high performance - the Challenger. Instead of bludgeoning customers with endless facts and features aobut their company and products, Challengers approach customers with unique insights about how the customer 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 things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customer's expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, great growth. " Appendix C is a Challenger Hiring Guide, containing key questions to ask in the interview. Occasional figures in text. Index. Bookseller Inventory # 41584

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