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).
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 â€œKey Customersâ€ or â€œStrategic Customersâ€. 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 providerationale for your position and relate to specific outcomes (e.g.,closing business, positioning as a 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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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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