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Roadside assistance coverage : 60 months/60,000miles Suspension/HandlingĮngine bore x stroke : 96.0mm x 83.0mm (3.78" x 3.27") 291-302.Powertrain warranty : 60 months/60,000milesĬorrosion perforation warranty : 60 months/ unlimited distance (2019), "Implementing the Challenger Sales Model at : a case study", Journal of Business & Industrial Marketing, Vol. This paper forms part of the special section “Closed to new submissions challenger sale - future of selling?”, guest edited by Talai Osmonbekov. This approach results in novel insights, such as the identification of conditions when high-pressure versus low-pressure selling techniques are likely to be more successful, that may be of interest to sales researchers and to other companies considering a large-scale implementation of the CSM or related sales methodologies. (5) Even more than other consultative sales models, the successful implementation of the CSM demands company-wide integration and makes it untenable for most indirect sales teams.Īlthough prior academic research has offered critiques of the CSM, the present paper is one of the first to use a discovery-oriented, qualitative research approach to provide a retrospective look at the actual implementation of the CSM within an organization. (4) Creating value from constructive tension requires the entire sales organization to share a common vision of what it means to be a Challenger and to adopt consistent nomenclature and formal programs for training and coaching. (3 )Products that are more transactional or price-driven are ineffective at creating constructive tension and incompatible with the CSM. (2) Whereas leading with insights is more difficult when interacting with prospective (vs existing) customers, sustaining meaningful insights over time is a major challenge when dealing with existing customers. Five major insights emerged from this research: (1) Because it represents a change in the established norms governing interpersonal dynamics, constructive tension is often more difficult for salespeople to foster when interacting with existing (vs prospective) customers.