MARC Record from marc_columbia

LEADER: 02818cam a22004214a 4500
001 12134989
005 20160919164638.0
008 120308s2011 nyua 001 0 eng
010 $a 2011026907
020 $a9781591844358
020 $a1591844355
035 $a(OCoLC)ocn707249860
035 $a(OCoLC)707249860
035 $a(NNC)12134989
040 $aDLC$beng$cDLC$dYDX$dBTCTA$dYDXCP$dBWX$dVP@$dSINLB$dCDX$dIJC$dBDX$dIG#$dALAUL$dOCLCF$dOCLCQ
042 $apcc
050 00 $aHF5438.4$b.D59 2011
082 00 $a658.85$223
100 1 $aDixon, Matthew,$d1972-
245 14 $aThe challenger sale :$btaking control of the customer conversation /$cMatthew Dixon and Brent Adamson.
260 $aNew York :$bPortfolio/Penguin,$c2011.
300 $axvi, 221 pages :$billustrations ;$c24 cm
336 $atext$btxt$2rdacontent
337 $aunmediated$bn$2rdamedia
338 $avolume$bnc$2rdacarrier
500 $aIncludes index.
505 0 $aThe evolving journey of solution selling -- The challenger selling model -- Teach me something I don't know -- The teaching coversation -- Tailoring for resonance -- Taking control of the sale -- The manager and the challenger selling model -- Implementation lessons from the early adopters.
520 $aWhat 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. -- Jacket.
650 0 $aSales management.
650 0 $aSelling.
650 0 $aCustomer relations.
650 7 $aCustomer relations.$2fast$0(OCoLC)fst00885533
650 7 $aSales management.$2fast$0(OCoLC)fst01103833
650 7 $aSelling.$2fast$0(OCoLC)fst01111969
700 1 $aAdamson, Brent.
852 00 $bbus$hHF5438.4$i.D59 2011
852 00 $boff,bus$hHF5438.4$i.D59 2011
852 00 $bbus$hHF5438.4$i.D59 2011