The Challenger Sale

By (author)Matthew Dixon

Rs  2,155.00

The pricing reflects a reduction in consideration of minor blemishes on the product.

The Challenger Sale is the first non-fiction book by Matthew Dixon, Brent Adamson, and their colleagues at CEB Inc.

In the text, the book argues that relationship-building is no longer the best sales method. To sell complex, large-scale business-to-business solutions, customers are changing how they buy so sales people must change how they sell. The authors’ study found that sales reps fall into one of five profiles, and the challenger seller is the highest performer.

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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.

SKU: 9780670922857
Weight 0.31 kg
Dimensions 15.3 × 1.7 × 23.4 cm
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