From a Book

            A friend refereed me to read this book titled - The Challenger Sale. Here are few snippets from that book,

1. There are 5 types of Sales Rep Profiles,
    a. The Hard Worker
    b. The Challenger
    c. The Relationship Builder
    d. The Lone Wolf
    e. The Reactive Problem Solver

2. The Path of Solution Selling
    a. Migration from a focus on Transnational Sales of Individual Products to Consultative Sales of              Bundles of products & services.
   
3. Definition of a Challenger Sales Rep,
      a. Offers the Cx unique perspectives.
      b. Has strong two way communication skills.
      c. Knows the individual cx's value drivers.
      d. Can identify economic drivers of the cx's business.
      e. Is comfortable discussing money.
      f. Can pressure the Cx.

4. Ability of a Challenger --- Teach, Tailor & Take Control (3A's)