The Challenger Sale (inbunden)
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Format
Inbunden (Hardback)
Språk
Engelska
Antal sidor
256
Utgivningsdatum
2011-11-19
Förlag
Portfolio
Dimensioner
231 x 147 x 28 mm
Vikt
409 g
Antal komponenter
1
Komponenter
,
ISBN
9781591844358

The Challenger Sale

Taking Control of the Customer Conversation

av Matthew Dixon, Brent Adamson
(3 röster)  |  Läs 1 recension
Inbunden,  Engelska, 2011-11-19
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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.
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Kundrecensioner

Det finns 1 recension av The Challenger Sale. Har du också läst boken? Om du har köpt den på Bokus.com vill vi gärna höra vad du tyckte om den! Sätt ditt betyg »
  1. Relativt intressant men inget avgörande nytt
    Hugo Cederschiöld, 29 oktober 2018

    Det finns inte så mycket nytt under solen vad gäller försäljning, men denna bok ger några intressanta nya vinklar. Bl.a. vikten av att hela företaget engagerar sig i försäljningsansträngningarna, försäljning rör inte bara säljarna, eller ens försäljningsavdelningen. Vikten av research, förberedelser och detaljkunskaper kommer också fram väldigt tydligt.
    Det gäller inte bara att utmana kunden utan även, kanske i ännu högre grad, det egna tänkandet och den egna organisationen.

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Matthew Dixon, Brent Adamson

Recensioner i media

The most important advance in selling for many years. Neil Rackham, author of SPIN Selling The amazing thing is that the Challenger sales rep has been hiding in plain sight all these years. The Challenger Sale breaks the winning elements of this powerful approach into a set of teachable skills that can take even a top sales team to a new level of results delivery. Dan James, former chief sales officer, DuPont

Övrig information

Matthew Dixon is a managing director and Brent Adamson is a senior director with sales and marketing practice of The Corporate Executive Board Company.

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