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The Challenger Sale

The Challenger Sale

₹800 ₹1790
55% off

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, great

3 years ago
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SL LONEY Mathematics

SL LONEY Mathematics

₹100

The Classic Text Series is the only of its kind selection of classic pieces of work that started off as bestseller and continues to be the bestseller even today. These classic texts have been designed so as to work as elementary textbooks which play a crucial role in building the concepts from scratch as in-depth knowledge of concepts is necessary for students preparing for various entrance examinations.The present book on Plane Trigonometry Part 1 emphasis on presenting the modern treatment of various concepts of Plane Trigonometry. The book has been divided into 21 chapters namely Measurement of angles Sexagesimal and Centesimal Measure Circular or Radian Measure Trigonometrical ratios for angles less than a right angle Simple problems in Heights Distances Applications of algebraic signs to Trigonometry tracing the changes in the ratios Trigonometrical ratios of angles of any size sign General expressions for all angles having an given trigonometrical ratio Trigonometrical ratios of the sum difference of two angles product formulae Trigonometrical ratios of multiple submultiple of angles Identities trigonometrical equations Logarithms Tables of Logarithms The Principle of Proportional parts Relations between the Side Trigonometrical ratios of the Angles of a triangle Solution of triangles given two sides the included angle ambiguous case Heights Distances Properties of a triangle Quadrilaterlas Regular Polygons Inverse circular functions Summation of some simple trigonometrical series Elimination and Projections each covering various concepts of Plane Trigonometry. Theoretical explanation of the concepts in points has been provided at the beginning of each chapter. At the end of each chapter unsolved practice exercises have been provided to help aspirants revise the concepts discussed in the chapter. At the end of chapterwise study miscellaneous examples have also been given. Also five-figure logarithmic and T

3 years ago
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