The challenger sale : taking control of the customer conversation - Dixon, Matthew, 1972-; Adamson, Brent (New York : Portfolio/Penguin, 2011)
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.
Includes index.
Keywords: Sales management; Selling; Customer relations