Consultative selling

"There are two major problems in sales strategy, and if you're trained in Consultative Selling, you're equipped to handle both: (1) how to make sustainable high margins even on mature commodity products and services, and (2) how to control the costs of sales by condensing the selling cycle."--Jacket. "Consultative Selling shows you how to reengineer sales strategy into sound business strategy. As a consultative seller, you sell improved customer profits rather than products or services. You generate returns on customers' investments - not tradeoffs of products for price. You partner upstairs with customer operating managers, rather than just vending to purchasers. You work within long-term, continuing relationships, not from bid to bid. You focus on making your customers more competitive - not on gaining advantage over your own competitors."--Jacket.

First sentence: In just three sentences you reveal whether you are a consultative sales representative.

Year

1970

Language

English

Publisher

AMACOM/American Management Association

Editions

1

Pages

256

ISBN

9780814472156

Data source: Wikidata