The challenger sale : taking control of the customer conversation (Record no. 604012)

MARC details
000 -LEADER
fixed length control field 01687nam a2200193Ia 4500
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
fixed length control field 180821s2011 xx 000 0 und d
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 9781591844358
082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER
Classification number 658.85
Cutter DIX
100 ## - MAIN ENTRY--PERSONAL NAME
Personal name Dixon, Matthew
245 ## - TITLE STATEMENT
Title The challenger sale : taking control of the customer conversation
260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT)
Name of publisher, distributor, etc Portfolio/Penguin
Date of publication, distribution, etc 2011
Place of publication, distribution, etc New York
300 ## - PHYSICAL DESCRIPTION
Extent xvi, 221 pages : illustrations ; 24 cm
520 ## - SUMMARY, ETC.
Summary, etc "What is 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. "
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element Customer relations
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element Sales management
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element Selling
700 ## - ADDED ENTRY--PERSONAL NAME
Personal name Adamson, Brent
942 ## - ADDED ENTRY ELEMENTS (KOHA)
Source of classification or shelving scheme Dewey Decimal Classification
Item type Books
Holdings
Withdrawn status Lost status Source of classification or shelving scheme Damaged status Not for loan Collection code Home library Current library Shelving location Date acquired Source of acquisition Cost, normal purchase price Full call number Barcode Date last seen Koha item type
    Dewey Decimal Classification       Symbiosis Institute of Business Management - Hyderabad Symbiosis Institute of Business Management - Hyderabad General 21/08/2018 World Book Links 1858.00 658.85 DIX SIBMH-B-10036 28/02/2019 Books