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

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General Management

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.

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The Challenger Sales and Strategic sales Process 1 The challenger sale Focus on taking control of the customer conversation Steps and stages in the challenger sales process A Perform thorough research of the prospect B Provide unique insights to the prospect C Talk how your offering will help in improving the prospects business D Tailoring the Unique Value Proposition as per the prospects requirements This model works well when a salesperson is trying to target and sell a highend solution to a large client Ideally in the B2B environment Salesforce involved in hunting new accounts will get benefited by this sales process This model works well for strategic accounts and upselling and crossselling to Key accounts The best example would be a firm offering ERP based solutions and targeting other multinational businesses The implementation and deployment of ERP See Answer

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