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EX 3 for MKTG 6250

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 2-3 page (single spaced) essay:

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

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

3. 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).

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