El vendedor desafiante: Las características necesarias para vender siempre (Gestion del conocimiento / Knowledge Management) (Spanish Edition)
8492452900
9788492452903
Description:
Este es un libro de ventas diferente. No se trata de resumir sólo un método de venta o mostrar las experiencias de un vendedor exitoso, sino que es el resultado de una profunda investigación acerca de los vendedores y sus características. Las conclusiones de esa extensa investigación han sido sorprendentes y en algunos casos contradictorias con la sabiduría convencional. El mejor vendedor no es quien mejor relaciones públicas hace, sino aquél que logra un desafío con el comprador, que conoce el negocio como nadie, y que es capaz de controlar el diálogo del proceso de venta. / The 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. While these reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance.
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- The Challenger Sale: Taking Control of the Customer ConversationMatthew Dixon,Matthew Dixon,Brent AdamsonISBN-13:9780670922857
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