000			01687nam a2200193Ia 4500
008			180821s2011 xx 000 0 und d
020			_a9781591844358
082			_a658.85 _bDIX
100			_aDixon, Matthew
245			_a The challenger sale : taking control of the customer conversation
260			_bPortfolio/Penguin _c2011 _aNew York
300			_axvi, 221 pages : illustrations ; 24 cm
520			_a"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			_aCustomer relations
650			_aSales management
650			_aSelling
700			_aAdamson, Brent
942			_2ddc _cB
999			_c604012 _d604012