Page 13 - Consultative Selling

CONSULTATIVE SELLING AND SALES MEN

In the field of supply chain and logistics, it has become an accepted
practice for large MNC (Multinational Corporations) Customer
organizations to partner with global logistics players to define problem

and design solution in partnership. It is quite common now to find a
DHL or FedEx making investments in and managing in plant logistics or

distribution centers side by side customer’s plant in the same complex
or as a standalone facility or setting up supply chain solutions for

complete plant management etc.

Looking at the above selling situations, you can now understand that

there is a huge expectation on the part of the sales men who are in the
profession of selling. They have got to have, besides professional skills,

technical capabilities, unique individual strength to engage customer as
well as the parent Organizational teams at various levels, control and
manage the consultative selling process and direct the outcome to its

logical solution. For those aspiring to become business managers or

marketing and sales managers, it helps to know and build those
necessary skills to be able to step into the role of consultative/solution
sales managers of tomorrow.

Consultative Selling - A new
2/5/2019 13
Approach