Ch 2. The Challenger Part 1

Question 1

What are the five types of Sales reps?

Answer 1

1. the hard worker
2. the challenger
3. the relationship builder
4. The lone wolf
5. the reactive problem solver

Question 2

Hard working sales rep key attributes?

Answer 2

1. Always going the extra mile.
2. Doesn’t give up easily
3. Self motivated
4. interested in feedback and development.

Question 3

The challenger sales reps key attributes?

Answer 3

1. Always has a different view on the world
2. Undersyands the customers business
3. loves to debate
4. pushes the customer

Question 4

Relationship builder sales rep key attributes?

Answer 4

1. Build strong advocates in customer organization
2. Generous in giving time to help others.
3. Gets along with everyone.

Question 5

the lone wolf sales rep key attributes?

Answer 5

1. follows own instincts
2. self assured
3. difficult to control

Question 6

Reactive problem solver sales rep key attributes?

Answer 6

1. Reliably responds to external and internal stakeholder
2. Ensures that all problems are solved
3. Detail orientated.

Question 7

What do challenger reps excel at?

Answer 7

Teaching, tailoring and taking control.

Question 8

The challenger profile focuses on:

Answer 8

1. offers unique perspective
2. uses two way communication
3. knows customer value drivers
4. can ID economic drivers
5. is comfortable discussing money
6. Can pressure the customer.