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Published by Portfolio, 2011
ISBN 10: 1591844355ISBN 13: 9781591844358
Seller: SecondSale, Montgomery, IL, U.S.A.
Book
Condition: Good. Item in good condition. Textbooks may not include supplemental items i.e. CDs, access codes etc.
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Published by Penguin Books Ltd, 2013
ISBN 10: 0670922854ISBN 13: 9780670922857
Seller: SecondSale, Montgomery, IL, U.S.A.
Book
Condition: Good. Item in good condition. Textbooks may not include supplemental items i.e. CDs, access codes etc.
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Published by Portfolio - The Penguin Group, New York, 2011
Seller: W. Fraser Sandercombe, Burlington, ON, Canada
Hardcover. Condition: Near Fine. Dust Jacket Condition: Near Fine. Later Printing. 221 pp. Quarter-bound in red on white boards; lettered in black on the spine; headband; illustrated with charts and diagrams. Light rubbing at the corners of the dustjacket; price intact; no interior markings. The Contents are: Foreword by Professor Neil Rackham; Introduction: A Surprising Look into the Future; The Evolving Journey of Solution Selling; The Challenger: A New Model for High Performance; The Challenger: Exporting the Model to the Core; Teaching for Differentiation: Why Insight Matters; Teaching for Differentiation: How to Build Insight-Led Conversations; Tailoring for Resonance; Taking Control of the Sale; The Manager and the Challenger Selling Model; and Implementation Lessors from the Early Adopters; followed by Afterword: Challenging Beyond Sale; Appendices; and an index. Size: 8vo. Book.
Published by Portfolio, 2011
ISBN 10: 1591844355ISBN 13: 9781591844358
Book Signed
Condition: Good. Signed Copy . Like New dust jacket. Inscribed by co-author Matthew Dixon on half title page.
Published by Portfolio, 2011
ISBN 10: 1591844355ISBN 13: 9781591844358
Book Signed
Condition: Good. Signed Copy . Very Good dust jacket. Signed by authors on bookplate on front endpage.
Published by Portfolio, 2011
Seller: Ergodebooks, Houston, TX, U.S.A.
Hardcover. Condition: new. 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 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 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 customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
Published by Redline, 1687
ISBN 10: 3868815856ISBN 13: 9783868815856
Seller: medimops, Berlin, Germany
Book
Condition: good. Befriedigend/Good: Durchschnittlich erhaltenes Buch bzw. Schutzumschlag mit Gebrauchsspuren, aber vollständigen Seiten. / Describes the average WORN book or dust jacket that has all the pages present.
Published by Gildan Media, 2012
ISBN 10: 1469000725ISBN 13: 9781469000725
Seller: Irish Booksellers, Portland, ME, U.S.A.
Book
Condition: Good. SHIPS FROM USA. Used books have different signs of use and do not include supplemental materials such as CDs, Dvds, Access Codes, charts or any other extra material. All used books might have various degrees of writing, highliting and wear and tear and possibly be an ex-library with the usual stickers and stamps. Dust Jackets are not guaranteed and when still present, they will have various degrees of tear and damage. All images are Stock Photos, not of the actual item. book.
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Published by Redline, 2019
ISBN 10: 3868817719ISBN 13: 9783868817713
Seller: Blackwell's, London, United Kingdom
Book
hardback. Condition: New. Language: ger.
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Published by Urano, 2012
ISBN 10: 8492452900ISBN 13: 9788492452903
Seller: Revaluation Books, Exeter, United Kingdom
Book
Paperback. Condition: Brand New. translation edition. 352 pages. Spanish language. 8.35x5.20x1.10 inches. In Stock.
Published by Penguin Books Ltd, 2013
Seller: Collectors Bookstore, Antwerpen, Belgium
Book First Edition
Paperback. Condition: Fine. First Edition. First Edition thus. The Challenger Sale How To Take Control of the Customer Conversation Special Collection by Matthew Dixon; Brent Adamson. Published by Penguin Books Ltd in 2013. Paperback. Shares the secret to sales success: don't just build relationships with customers. This title argues that classic relationship-building is the wrong approach. Collectible item in very fine condition.
Published by Portfolio Penguin Ltd / Rethink Press Limited, 2021
ISBN 10: 9124113816ISBN 13: 9789124113810
Seller: Books Unplugged, Amherst, NY, U.S.A.
Book
Condition: Good. Buy with confidence! Book is in good condition with minor wear to the pages, binding, and minor marks within 2.4.