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Compare and Contrast Various Selling Models The purpose of this assignment is to compare and contrast...

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Economics

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).

  1. Provide an overview of both approaches. This overview shouldinclude the theoretical basis, practical application, and generalsteps or stages.
  2. 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:
    1. A complex solution
    2. Multiple decision makers
    3. Significance in terms of revenue opportunity

Your arguments should providerationale for your position and relate to specific outcomes (e.g.,closing business, positioning as a business partner/consultant,long term relationship building, etc.)

  1. 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.

Answer & Explanation Solved by verified expert
4.0 Ratings (775 Votes)
Challenger sale book basically focuses not to just make relationship with the customers for selling approaches They need to challenge them according to this every sales rep in the world It falls into one of the five    See Answer
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