Author: Joseph KahnPublisher:
ISBN:
Category : Business education
Languages : en
Pages : 472
Book Description
Principles and Methods in Commercial Education
Author: Joseph KahnPublisher:
ISBN:
Category : Business education
Languages : en
Pages : 472
Book Description
The Challenger Sale
Author: Matthew DixonPublisher: Penguin
ISBN: 1101545895
Category : Business & Economics
Languages : en
Pages : 242
Book Description
What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that 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, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
Commercial Education
Author: Glen Levin SwiggettPublisher:
ISBN:
Category : Business education
Languages : en
Pages : 860
Book Description
A Study of Certain Aspects of Commercial Education in the Public High Schools of Minnesota ...
Author: Frederick J. WeersingPublisher:
ISBN:
Category : Business education
Languages : en
Pages : 176
Book Description
Methods of Teaching Commerce
Author: K. VenkateswarluPublisher: Discovery Publishing House
ISBN: 9788171418084
Category :
Languages : en
Pages : 376
Book Description
Contents: Introduction, Scope and Nature, Basic Issues, Objectives and Aims, Objectives of Instructions, Dynamic Method, Project Method, Problem Method, Socialised Method, Assignment Method, Dalton Plan, Significance of Values, Importance of Skill, Testing and Evaluation, Training and Guidance, Curriculum in Vogue, Book-keeping, Reference Books and Textbooks, Planning the Lessons, Lessons Plans Suggested, Questioning, as an Art, Current Scenario.
Commercial Education Leaflet
Author: The Temple University Catalogue
Author: Temple UniversityPublisher:
ISBN:
Category : College catalogs
Languages : en
Pages : 1336
Book Description
Pitman's Journal of Commercial Education
Author: Announcement of Teachers College, Columbia University
Author: Columbia University. Teachers CollegePublisher:
ISBN:
Category :
Languages : en
Pages : 166
Book Description
Research in Higher Education
Author: Annie ReynoldsPublisher:
ISBN:
Category : African Americans
Languages : en
Pages : 1672
Book Description