Challenger sale : a dynamic method for customer engagement and value creation in business-to-business relationships

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.

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Year of publication:	2019
Authors:	Osmonbekov, Talai ; Adamson, Brent ; Dixon, Matthew
Published in:	Journal of Business & Industrial Marketing. - Emerald, ISSN 0885-8624, ZDB-ID 2019934-X. - Vol. 34.2019, 2 (04.03.), p. 285-290
Publisher:	Emerald

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Type of publication:	Article
Language:	English
Other identifiers:	10.1108/jbim-04-2017-0088 [DOI]
Source:	Other ZBW resources

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