Question

Compare and Contrast Various Selling Models

The purpose of this assignment is to compare and contrast two or more competing selling models. The basis for this paper will be The Challenger Sale (Dixon and Adamson) versus Strategic Selling (Miller & Heiman).

1. Provide an overview of both approaches. This overview should include the theoretical basis, practical application, and general steps or stages.
2. Take a position on which approach would be more effective for managing customer accounts that would be considered “Key Customers” or “Strategic Customers”. An example of a 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 provide rationale for your position and relate to specific outcomes (e.g., closing business, positioning as a business partner/consultant, long term relationship building, etc.)

3. Give a detailed example of how your approach would be applied to a sales opportunity (can be real or hypothetical) to achieve a very specific sales goal.

Answer 1

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 distinct characteristics

In this author as well explained how almost any average sell equipped with right tools can drive higher levels of customer reliability and ultimately greater growth

According to Robert Miller this focuses on conceptual selling

It is a way to buy managing various businesses stakeholder and relationship by using B2B business

It is strategy come into the picture because it's not just focuses to convince people for buying a product instead the provide the concept of the product all the service

Its main objectives like what we wish to sell how much will to sell by which day you will have to have the approval

According to this concept explain the above they both are very important and have many real implications in practical life

Many businesses are adopting these strategies to get ahead of the competitors and provide cut throat competition in the market