Discuss the below in detail:
Read the article "Making the Consensus Sale". 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.
Applying a disciplined approach to assessing your position with each key decision maker is necessary to ensure you'll devote the right time and strategies to persuade them effectively. Select one of the decision makers in the table below:
- identify briefly but clearly what their generic role is (i.e. what distinguishes a Technical Buyer from the others)
- interpret the letter or number code under each column for that decision maker (for instance "H", "EK" and "-2" for the Economic Buying Influence).
Attachment:- Sales and Customer Relations Management.rar