Compare and Contrast Various Selling Models
The purpose of this assignment is to compare and contrast two ormore competing selling models. The basis for this paper will be TheChallenger Sale (Dixon and Adamson) versus Strategic Selling(Miller & Heiman).
- Provide an overview of both approaches. This overview shouldinclude the theoretical basis, practical application, and generalsteps or stages.
- Take a position on which approach would be moreeffective for managing customer accounts that would beconsidered “Key Customers” or “Strategic Customers”. An example ofa key or strategic account would be one where a the sale involves:
- A complex solution
- Multiple decision makers
- Significance in terms of revenue opportunity
Your arguments should provide rationale for your position andrelate to specific outcomes (e.g., closing business, positioning asa business partner/consultant, long term relationship building,etc.)
- Give a detailed example of how your approach would be appliedto a sales opportunity (can be real or hypothetical) to achieve avery specific sales goal.
