Question: Read the article "Making the Consensus Sale" (by Karl Schmidt, Brent Adamson, and Anna Bird). This article makes reference to the challenging group dynamics that have become prevalent in today's complex selling environment.
- Identify at least three parallels between the Buying Influences framework of Strategic Selling and the challenges of making a consensus sale as detailed in the article.
- For example, is there a parallel between a Coach and a Mobilizer?
- Draw on the specifics of the Strategic Selling framework and the Consensus Sale article to justify your answers.