The Challenger Sale: Taking Control of the Customer Conversation [Audiobook] download free by Matthew Dixon
- Listen audiobook: The Challenger Sale: Taking Control of the Customer Conversation
- Author: Matthew Dixon
- Release date: 2011/9/30
- Publisher: PENGUIN PUTNAM INC
- Language: English
- Genre or Collection: Business, Finance and Law
- ISBN: 9781591844358
- Rating: 8.67 of 10
- Votes: 844
- Review by: Fiona Hoang
- Review rating: 8.61 of 10
- Review Date: 2018/9/1
- Duration: 3H11M56S in 256 kbps (51.2 MB)
- Date of creation of the audiobook: 2018-08-11
- You can listen to this audiobook in formats: WMA, FLAC, MP3, OGG, WMA Lossless, MPEG4, WAV, AIFF (compression RAR, TAR.7Z, ZIP, RZ)
- Total pages original book: 256
- Includes a PDF summary of 26 pages
- Duration of the summary (audio): 21M12S (5.2 MB)
- Description or summary of the audiobook: 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.
- Other categories, genre or collection: Organizational Theory & Behaviour, Sales & Marketing, Sales & Marketing Management
- Download servers: ZendTo, Hotfile, 4Shared, Mediafire, FileServe, FreakShare, Google Drive, Torrent, FilesAnywhere, Seafile. Compressed in RAR, TAR.7Z, ZIP, RZ
- Format: Hardback
- Approximate value: 27.47 USD
- Dimensions: 160x235x20mm
- Weight: 430g
- Printed by: PORTFOLIO
- Published in: New York, United States
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