Page 77 - Consultative Selling

SUMMARY

• Sales process is the interpersonal communication process in which a
seller uncovers and satisfies the needs and wants of a prospect to the
mutual, long-term benefit of both parties.

• Some of the major issues faced in a sales process while

trying to sell to the customer are:

Mood

Unchecked Personality
Emotions Traits

Communication Gender
Problems Differences

Difference in Die-hard
Culture Bargainers

Lack of Trust

Consultative Selling - A new
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Approach