000			01839cam a2200409 i 4500
001			18968024
003			MWNLS
005			20160617103920.0
008			160208t20152015nyua 001 0 eng d
010			_a 2015452770
020			_a9781591848158 (hbk.)
020			_a1591848156 (hbk.)
020			_a9781101980408 (pbk.)
020			_a1101980400 (pbk.)
035			_a(OCoLC)ocn900623906
040			_aYDXCP _beng _cYDXCP _erda _dBTCTA _dHBP _dCGP _dOQX _dOCLCF _dCDX _dBDX _dMNW _dSINLB _dDLC
042			_alccopycat
050	0	0	_aHF5438.4 _b.A325 2015
082	0	4	_a658.85 _223
100	1		_aAdamson, Brent, _eauthor.
245	1	4	_aThe challenger customer : _bselling to the hidden influencer who can multiply your results / _cBrent Adamson, Matthew Dixon, Pat Spenner, and Nick Toman.
300			_axiii, 268 pages : _billustrations ; _c24 cm
500			_aIncludes index.
505	0		_aIntroduction: 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 lessons.
650		0	_aSales management. _924485
650		0	_aSelling. _951
650		0	_aCustomer relations. _96404
650		7	_aCustomer relations. _2fast _96404
650		7	_aSales management. _2fast _924485
650		7	_aSelling. _2fast _951
700	1		_aDixon, Matthew, _d1972- _eauthor.
700	1		_aSpenner, Pat, _eauthor.
700	1		_aToman, Nick, _eauthor.
906			_a7 _bcbc _ccopycat _d2 _encip _f20 _gy-gencatlg
942			_2ddc _cBK
999			_c22926 _d22926