Reflection Journal: Maximum 5 pages in length excluding bibliography & title page. 1- Share what you have learned over the course (Key content, principles of challengers, etc. text attached). 2

Maximum 5 pages in length excluding bibliography & title page.

1. Share what you have learned over the course (Key content, principles of challengers etc. textbook attached).

2. What has impacted you most, and why?

Business Acumen, taking control, Discovery framework (MEDDIC – Metrics Economic Buyers, Decision Criteria, Decision Process, Identify Pain, Champions).

1. Do you agree, disagree, or mixed in the authors perspective on sales (Challenger text)?

2. What was missing from the course if you were teaching this course?

3. What could you teach or pass along to a colleague, friend, or family member from the course? (Making of Persona card, demand generation video & sales Pitch etc.)

4. How has this course prepared you for your next career endeavor? (I am a banker, having 10 years of experience in retail banking sales, Institutional Business Sales and Corporate banking sales as a relationship Manager in Dubai United Arab Emirates. I would like to open up my own consultancy business (in Dubai) where banks can outsource their operations like sales, compliance call centre etc to my company.)

*Please note that Textbook attached to write reflection and also other material attached too.