Dixon, Matthew, 1972-
The challenger sale : taking control of the customer conversation / Matthew Dixon and Brent Adamson. - New York : Portfolio/Penguin, 2011. - xvi, 221 p. : ill. ; 24 cm.
Includes index.
The 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.
9781591844358
2011026907
Sales management.
Selling.
Customer relations.
HF5438.4 / .D59 2011
The challenger sale : taking control of the customer conversation / Matthew Dixon and Brent Adamson. - New York : Portfolio/Penguin, 2011. - xvi, 221 p. : ill. ; 24 cm.
Includes index.
The 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.
9781591844358
2011026907
Sales management.
Selling.
Customer relations.
HF5438.4 / .D59 2011