Challenger Placement Tool, Set 2 PDF Download
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Author: New Readers Press
Publisher:
ISBN: 9780883368732
Category :
Languages : en
Pages :
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Author: New Readers Press
Publisher:
ISBN: 9780883368732
Category :
Languages : en
Pages :
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Book Description
Author:
Publisher:
ISBN: 9780835245463
Category : Periodicals
Languages : en
Pages : 2126
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Book Description
Author: Matthew Dixon
Publisher: Penguin
ISBN: 1101545895
Category : Business & Economics
Languages : en
Pages : 240
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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.
Author: Mike Mullane
Publisher: Simon and Schuster
ISBN: 0743276833
Category : Biography & Autobiography
Languages : en
Pages : 404
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Book Description
Selected as a Mission Specialist in 1978 in the first group of shuttle astronauts, Mike Mullane completed three missions and logged 356 hours aboard the Discovery and Atlantis shuttles. It was a dream come true. As a boy, Mullane could only read about space travel in science fiction, but the launch of Sputnik changed all that. Space flight became a possible dream and Mike Mullane set out to make it come true. In this absorbing memoir, Mullane gives the first-ever look into the often hilarious, sometime volatile dynamics of space shuttle astronauts - a class that included Vietnam War veterans, feminists, and propeller-headed scientists. With unprecedented candour, Mullane describes the chilling fear and unparalleled joy of space flight. As his career centred around the Challenger disaster, Mullane also recounts the heartache of burying his friends and colleagues. And he pulls no punches as he reveals the ins and outs of NASA, frank in his criticisms of the agency. A blast from start to finish, Riding Rockets is a straight-from-the-gut account of what it means to be an astronaut, just in time for this latest generation of stargazers.
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ISBN:
Category : Legislative power
Languages : en
Pages : 884
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Author:
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ISBN:
Category : Constitutional law
Languages : en
Pages : 1024
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Author: Amy Clipston
Publisher: HarperChristian + ORM
ISBN: 0310577861
Category : Young Adult Fiction
Languages : en
Pages : 343
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Book Description
Emily Curtis is used to dealing with her problems while under the hood of an old Chevy, but when her mom dies, Emily’s world seems shaken beyond repair. Driven from home by hospital bills they can’t pay, Emily and her dad move in with his wealthy sister, who intends to make her niece more feminine—in other words, just like Whitney, Emily’s perfect cousin. But when Emily hears the engine of a 1970 Dodge Challenger, and sees the cute gearhead, Zander, next door, things seem to be looking up. But even working alongside Zander can’t completely fix the hole in Emily’s life. Ever since her mom died, Emily hasn’t been able to pray, and no one—not even Zander—seems to understand. But sometimes the help you need can come from the person you least expect.
Author:
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ISBN:
Category : Agriculture
Languages : en
Pages : 1092
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Author:
Publisher:
ISBN:
Category :
Languages : en
Pages : 100
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Book Description
InfoWorld is targeted to Senior IT professionals. Content is segmented into Channels and Topic Centers. InfoWorld also celebrates people, companies, and projects.
Author: University of Chicago. Press
Publisher:
ISBN: 9780226104041
Category : Authorship
Languages : en
Pages :
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Book Description
Searchable electronic version of print product with fully hyperlinked cross-references.
