1) List and describe the four parts of the consultative sales process guide
A.) Increased customer satisfaction B.) More Sales Closed C.) Fewer Order Cancellations and Fewer returns D.) Increased repeat business and referrals
2) list and describe the four types of questions commonly used in the selling field A.)Need Discovery B.)Selection of the solution C.) Need satisfaction through informing persuading or reminding D.)Servicing the sale
3) discuss the three dimensions of need discovery A.) Ask appropriate questions B.)Listen and acknowledge customer response C.) Establish buying motive
4) describe the three dimensions of selecting a product solution
5) Describe the nature of the need discovery process when working with a transactional buyer