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The challenger customer : selling to the hidden influencer who can multiply your results / Brent Adamson, Matthew Dixon, Pat Spenner and Nick Toman

By: Contributor(s): Resource type: Ressourcentyp: BuchBookLanguage: English Publisher: Great Britain : Portfolio/Penguin, [2015]Copyright date: ©2015Description: xiii, 268 Seiten : Illustrationen ; 24 cmISBN:
  • 9781591848158
  • 1591848156
  • 9781101980408
  • 1101980400
  • 9780241196564
Subject(s): DDC classification:
  • 658.85 23
LOC classification:
  • HF5438.4
Summary: Introduction: the hardest part of selling solutions -- The dark side of customer consensus -- The mobilizer -- The art of unteaching -- Building commercial insight -- Commercial insight in action -- Teaching mobilizers where they learn -- Two types of tailoring -- Taking control of consensus creation -- Making collective learning happen -- Shifting to a challenger commercial model: implications and implementation lessonsCall number: Grundsignatur: 2016 A 2529PPN: PPN: 847367991
Holdings
Item type Home library Collection Shelving location Call number Status Barcode
Freihandbestand ausleihbar Bibliothek Campus Süd wirt 5.8 Lesesaal Wirtschaftswissenschaften und Informatik (LSW) 2016 A 2529 Available 51867540090
Total holds: 0
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