User Account

All Pages

Create constructive tension during the sales process

Assignment Help Marketing Management
Reference no: EM133203902 , Length: 3 pages.

Assignment: Constructive Tension in Strategic Selling Essay

Constructive Tension in Strategic Selling - The Challenger Model

The following podcast discusses the notion of "Constructive Tension" in the context of Strategic Selling using The Challenger Sale approach. It summarizes the book which you assigned to read "The Challenger Sales" by Matt Dixon and Brent Adamson. The notion of this concept is that sales people can engage with customers to create constructive tension and make customers more engaged and accountable during the selling process.

Read the book "The Challenger Sale"

You can listen to the summary podcast via the link: Matt Dixon on all things Challenger Sale , Teach - Tailor - Take control and constructive tension - YouTube

Exercise: Address the following questions in a 2 to 3 page (single spaced) essay:

I. The general premise of The Challenger Sale Model is that "relationship selling is dead". Do you agree or disagree. Why or why not?

II. Do you agree with this notion that successful sellers create "constructive tension" during the sales process? Why or why not.

III. Give an example where a seller creates "constructive tension" during the sales process. Use either a sales situation that you have been either the seller or customer or just make up a scenario. You may also use the scenario from last week (Selling 3M Cubitron II Extract Sander to Tuuli Energy).

Reference no: EM133203902

Questions Cloud

Assignment-favourite canadian comedian or comedic group : Choose your favourite Canadian comedian or comedic group. Could be a stand-up, writer, actor, or all three. 1000 (roughly) word piece that includes the three fo
How can sociology help us to understand the causes of stress : Stress - Portrait of a Serial Killer (2008) - How can sociology help us to understand the causes and consequences of stress
What are some of the explicit bargains companies have made : What are some of the explicit bargains companies have made with you in your role as a customer to get some of your time, attention, or information?
What would be the result of this lawsuit : City College of San Francisco - Can Benjamin complete this sale and What would be the result of this lawsuit? Please discuss
Create constructive tension during the sales process : MKTG 6250 The University of Toledo. Do you agree with this notion that successful sellers create constructive tension during the sales process?
Connection between topic sentences and the thesis statement : Passage: If we remove authority from political and public life, it may mean that from now on an equal responsibility for the course of the world is to be requir
Why is performance evaluation important : Why is performance evaluation important? Why should performance be measured as an ongoing process, and not just as a once-a-year event?
Explain how a person could slip : Lynn University - Explain how a person could slip, fall and be injured. Note that injury could trigger negligence. Specify the four elements of negligence
Assignment on obesity in america : Obesity is a serious problem in our nation today. In this lesson you are going to find out why obesity has become such a big problem and what steps can be taken

Reviews

Write a Review

Marketing Management Questions & Answers

  Integrated marketing communication

Developing an IMC plan of Amazon that aims to create awareness and knowledge amongst Singaporean  consumers of the ethics involved in buying clothing made from Bangladeshi factories  .

  Multiple choice questions on e-commerce

The assignment in Computer Science or Information Technology is about multiple choice questions, particularly in e-commerce. Questions such as types of e-commerce websites, commercial websites, disintermediation, Platform for Piracy, the data that ca..

  Balanced scorecard for red lobster

The assignment in marketing is about Red Lobster, which is one US and Canada's most loved seafood restaurant. It has hundreds of outlets in US and Canada and it now wants to expand further. The approach adopted by Red Lobster has been discussed in fu..

  Marketing plan - marketing audit, swot and smart report

The assignment in marketing is about preparing a marketing plan. As part of marketing plan, the SWOT analysis, assessing the competitive position, identifying critical competitive issues, marketing objectives, strategy and actions have been suggested..

  Marketing plan

Marketing deals with preparing a marketing plan for either an existing product or a new product. Various aspects about launching a new product into the market are discussed ranging from the industry the product belongs to, goals and vision of the com..

  Yamato corporation analysis - harvard case study

Please refer to the PDF for the Case Study and questions.The case study from Harvard Business School is about Yamato Corporation, a parcel delivery company which provides door to door delivery in Japan.

  Marketing plan - create a new product

The assignment in marketing is about competitive analysis for a new product namely "heated insoles". These heated insoles can be put in shoes and they can protect the wearer's feet by keeping them warm during cold winters.

  Report on digital marketing strategy for a website

Promotion strategies of  the one's own developed website

  Integrated marketing campaign of mccafe

Integrated marketing campaign for McDonald's McCafe. McCafe has been launched in Canada. This is a case study which involves the use of digital marketing and social media marketing apart from regular marketing such as TV and radio. All these more are..

  New product development at adidas

In this paper, the researcher also determines the different kind of practices used by Adidas to manufacture shoes for its customers.

  Managing services in competitive environment

Services can be defined as separately identifiable, intangible activities which provide want-satisfaction when marketed to household consumers and/or industrial users.

  Prepare a marketing plan

A marketing plan is an essential tool for any marketer, providing direction for a brand, product or organization. A marketing plan describes the marketing environment, marketing objectives and marketing strategies.

Free Assignment Quote

Assured A++ Grade

Get guaranteed satisfaction & time on delivery in every assignment order you paid with us! We ensure premium quality solution document along with free turntin report!

Submit Assignment

Academics

Major Subjects

Majors

Get In Touch

whatsapp: +1-415-670-9521

Phone: +1-415-670-9521

Email: [email protected]

TERMS & POLICIES

HELP & SUPPORT

All rights reserved! Copyrights ©2019-2020 ExpertsMind IT Educational Pvt Ltd