点击选择搜索分类
首页 - 艺术史- 正文
☆☆☆☆☆
||
Matthew Dixon,Brent Adamson 著
出版社: Penguin Group (USA) Incorporated ISBN:9781591844358 商品编码:19134105 包装:精装 出版时间:2011-11-10 页数:240 商品尺寸:16x2.29x23.37cm;0.43kg
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.
The Challenger Sale: Taking Control of the Customer Conversation 英文原版 [精装] 电子书 下载 mobi epub pdf txt
The Challenger Sale: Taking Control of the Customer Conversation 英文原版 [精装]-so88
The Challenger Sale: Taking Control of the Customer Conversation 英文原版 [精装] pdf epub mobi txt 电子书 下载 2022
图书介绍
☆☆☆☆☆
||
Matthew Dixon,Brent Adamson 著
出版社: Penguin Group (USA) Incorporated ISBN:9781591844358 商品编码:19134105 包装:精装 出版时间:2011-11-10 页数:240 商品尺寸:16x2.29x23.37cm;0.43kg
内容简介
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.
前言/序言
The Challenger Sale: Taking Control of the Customer Conversation 英文原版 [精装] 电子书 下载 mobi epub pdf txt
电子书下载地址:
相关电子书推荐:
- 文件名
- 时间之箭
- 怀孕了吃什么养胎速查
- 乐高神奇之旅(XX卷)-宇宙飞船、海盗、龙与更多创意搭建 [美]Megan H. Roth
- 现货 别让胸痛演变为悲痛 上海市医学会百年纪念科普丛书 上海科学技术出版社
- 中国梦 科学梦
- 现货 让我们一起读懂孩子 兰海适合0-10岁畅销书籍 亲子父母家庭教育儿童孩子书籍
- 嗨!元素 奇幻旅程
- 孕期营养膳食指南
- 武经总要前集 9787535789754
- 为孩子重塑教育(原名:极有可能成功):更有可能成功的路 托尼·瓦格纳 泰德·丁特史密斯
- 正版书籍 物种起源
- 放弃尚早 : 渡边淳一医学访谈录 上
- {RT}物种战争之魔高一尺 道高一丈-李湘涛 中国社会出版社 9787508749198
- 中医养生秘诀
- 小数与分数.算式计算-小牛顿数学王