Abstract
Purpose: The purpose of this paper is to further explicate the notion of challenger sale. Design/methodology/approach: The method used for this article is a personal interview. Findings: The interview provides readers with insights and explanations of the challenger sale method from the authors of the book. Originality/value: The interview allows the readers to learn directly from the authors of the methodology.
Original language | English (US) |
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Pages (from-to) | 285-290 |
Number of pages | 6 |
Journal | Journal of Business and Industrial Marketing |
Volume | 34 |
Issue number | 2 |
DOIs | |
State | Published - Mar 12 2019 |
Keywords
- Business strategy
- Business-to-business marketing
- Challenger sale
- Selling
ASJC Scopus subject areas
- Business and International Management
- Marketing