The Challenger Sale: Taking Control of the Customer Conversation

Nonfiction | Book | Adult | Published in 2011

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Summary

Background

Chapter Summaries & Analyses

Foreword-Chapter 3

Chapters 4-7

Chapter 8-Afterword

Key Figures

Themes

Index of Terms

Important Quotes

Essay Topics

Tools

Discussion Questions

Essay Topics

The financial crisis in 2008 and 2009 had an immense economic effect on businesses across the world. How do Dixon and Adamson describe this market environment, which led the SEC to observe Challenger performance and behavior? Why is this context important to their message?

The Challenger Sale was written with B2B organizations in mind. Does this suggest that the Challenger Selling Model doesn’t suit the business-to-consumer environment? Discuss why or why not.

The tech industry is full of disruptive solutions. Discuss up to three historical examples of tech companies using the Challenger Selling Model to market their products and services.