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The challenger sale : taking control of the customer conversation /

Dixon, Matthew, 1972-

The challenger sale : taking control of the customer conversation / Matthew Dixon and Brent Adamson. - 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.

ISBN: 9781591844358

LCCN: 2011026907

Subjects--Topical Terms:
Sales management.
Selling.
Customer relations.

LC Class. No.: HF5438.4 / .D59 2011

Dewey Class. No.: 658.85

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