The Challenger Sale
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| PORTFOLIO / PENGUIN Published by the Penguin Group Penguin Group (USA) Inc., 375 Hudson Street, New York, New York 10014, U.S.A. Penguin Group (Canada), 90 Eglinton Avenue East, Suite 700, Toronto, Ontario, Canada M4P 2Y3 (a division of Pearson Penguin Canada Inc.) Penguin Books Ltd, 80 Strand, London WC2R 0RL, England Penguin Ireland, 25 St. Stephen’s Green, Dublin 2, Ireland (a division of Penguin Books Ltd) Penguin Books Australia Ltd, 250 Camberwell Road, Camberwell, Victoria 3124, Australia (a division of Pearson Australia Group Pty Ltd) Penguin Books India Pvt Ltd, 11 Community Centre, Panchsheel Park, New Delhi – 110 017, India Penguin Group (NZ), 67 Apollo Drive, Rosedale, Auckland 0632, New Zealand (a division of Pearson New Zealand Ltd) Penguin Books (South Africa) (Pty) Ltd, 24 Sturdee Avenue, Rosebank, Johannesburg 2196, South Africa Penguin Books Ltd, Registered Offices: 80 Strand, London WC2R 0RL, England First published in 2011 by Portfolio / Penguin, a member of Penguin Group (USA) Inc. Copyright © The Corporate Executive Board Company, 2011 All rights reserved Challenger ® , Challenger Rep ® , and Challenger Development Program ® are trademarks and service marks of The Corporate Executive Board Company. Summary description of Situational Sales Negotiation ® training and methodology used by permission of BayGroup International, Inc. SSN Negotiation Planner™ and © 2009 BayGroup International, Inc. Situational Sales Negotiation ® and SSN™ are trademarks and service marks of BayGroup International, Inc. Slides from “The Power of Planning the Unplanned” presentation used by permission of W. W. Grainger, Inc. LIBRARY OF CONGRESS CATALOGING IN PUBLICATION DATA Dixon, Matthew, 1972– The challenger sale : taking control of the customer conversation / Matthew Dixon and Brent Adamson. p. cm. Includes index. ISBN 978-1-101-54589-8 1. Sales management. 2. Selling. 3. Customer relations. I. Adamson, Brent. II. Title. HF5438.4.D59 2011 658.85—dc23 2011026907 Without limiting the rights under copyright reserved above, no part of this publication may be reproduced, stored in or introduced into a retrieval system, or transmitted, in any form or by any means (electronic, mechanical, photocopying, recording or otherwise), without the prior written permission of both the copyright owner and the above publisher of this book. The scanning, uploading, and distribution of this book via the Internet or via any other means without the permission of the publisher is illegal and punishable by law. Please purchase only authorized electronic editions and do not participate in or encourage electronic piracy of copyrightable materials. Your support of the author’s rights is appreciated. Version_5 To the members of CEB around the world, who challenge us every day to deliver insights worthy of their time and attention Yüklə 14,88 Kb. Dostları ilə paylaş:
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