How your approach would be applied to a sales opportunity

Assignment Help Marketing Management

Reference no: EM133201898 , Length: 3 pages.

Assignment: Positioning Paper- 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). Based on your reading of both of these trade books, write a positioning paper that does the following:

I. Provide an overview of both approaches. This overview should include the theoretical basis, practical application, and general steps or stages.

II. 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.)

III. 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.

Reference no: EM133201898

Questions Cloud

Write a brief commencement speech : Write a brief commencement speech (about 250 to 300 words) that you could deliver to a group of Miami Dade College graduates.

Essay in a meaningful way that makes a connection : For this essay, you will identify an issue in becoming a graphic designer or having your own business which is the field I want to work in someday.

What is the role of commitment in adapting this strategy : What is the role of commitment in adapting this strategy and what are the attributes of commitment? Discuss when you expect this strategy to work

How did you enjoy online learning experience of esol 100 : Use this opportunity to reflect on your learning experience in the course, and answer the following questions in a short paragraph:

How your approach would be applied to a sales opportunity : 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.

Representation of african american people : Watch "one of the following films": Write brief response about the representation of African American people and other character types that are present in the f

Examples of an automatic stabilizer : Which of the following is an example of an automatic stabilizer? Binghamton University. ECON 162.

Can cinema survive our digital future : Reference our screening of Side by Side: Can Cinema Survive our Digital Future to answer one of the following:

What positives could kurt thaldorf help them to increase : MKTG 6250 The University of Toledo. For buying influences in the growth mode, what positives could Kurt Thaldorf help them to increase?

User Account

All Pages