Challenger Sale: Taking Control Of The Customer Conversation
302.400 đ
Uy tín
Giao toàn quốc
Được kiểm hàng
Chi tiết sản phẩm
Tình trạng
Mới
Công ty phát hành
Penguin Random House
Nhà xuất bản
Penguin Books Ltd
Ngày xuất bản
2013-02-07 00:00:00
ISBN-13
9780670922857
Kích thước
234 x 153 x 18 mm
Loại bìa
Paperback
Số trang
240
ISBN-10
9780670922857
SKU
6874103345207

THE INTERNATIONAL BESTSELLER: OVER HALF A MILLION COPIES SOLD
In The Challenger Sale, Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers. Challenge them
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.
Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales reps worldwide. And what they discovered may be the biggest shock to conventional sales wisdom in decades.
The Challenger Sale argues that classic relationship-building is the wrong approach. Every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average performance, only one - the Challenger - delivers consistently high performance.
Instead of bludgeoning customers with facts and features, Challengers approach customers with insights about how they can save or make money. They tailor their message to the customer's specific needs. They are assertive, pushing back when necessary and taking control of the sale.
Any sales rep, once equipped with the right tools, can drive higher levels of customer loyalty and, ultimately, greater growth.
Matthew Dixon and Brent Adamson are managing directors with CEB's Sales Executive Council in Washington, D.C.
Giá sản phẩm trên Tiki đã bao gồm thuế theo luật hiện hành. Bên cạnh đó, tuỳ vào loại sản phẩm, hình thức và địa chỉ giao hàng mà có thể phát sinh thêm chi phí khác như phí vận chuyển, phụ phí hàng cồng kềnh, thuế nhập khẩu (đối với đơn hàng giao từ nước ngoài có giá trị trên 1 triệu đồng).....