49 pages • 1 hour read
Matthew Dixon, Brent AdamsonThe Challenger Sale: Taking Control of the Customer Conversation
Nonfiction | Book | Adult | Published in 2011A modern alternative to SparkNotes and CliffsNotes, SuperSummary offers high-quality Study Guides with detailed chapter summaries and analysis of major themes, characters, and more.
Summary
Background
Chapter Summaries & Analyses
Key Figures
Themes
Index of Terms
Important Quotes
Essay Topics
Tools
BetaEssay 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.
