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This book examines all aspects of implementing a professionalconsultative sales organization. It can be read cover-to-cover for acomprehensive perspective, or chapter-by-chapter for a more topicalview, based on your needs and interests. It is divided into three Parts:■ Part A: 'The Worlds of Selling and Sales' compares traditionalto consultative selling. While each approach is tasked withgenerating revenue for their company, how they accomplish that,and what other tasks they do, are fundamentally different. PartA provides a context for many of the concepts and skills offeredthroughout the text.■ Part B: 'Consultative Selling and the Buy Process' discusses howa consultative salesperson interfaces with each customer basedon their buy process and how they make the many decisions thatimpact their ultimate purchase. Part B provides a 'big picture'view of how consultative salespeople remain focused and managetheir time to provide optimum influence on their customers.■ Part C: 'Consultative Selling Skills' describes many of the mostimportant skills and protocols to establish, build, and benefitfrom consultative partnerships. As such, they are stand-aloneskills that can be used independently ... yet are optimized whenused in conjunction with each other.Video Links: Throughout the text, there are video links with anAxcess Capon code pointing to a video of the specific skill beingdiscussed. Seeing a visual example of a concept or behavior stronglysupplements simply reading about it. Please visit www.wessexlearning.com and click on AXCESS CODES; enter the appropriate code toaccess the video. In the electronic (PDF) version of the text, all codesare hotlinked; just click on the code and it will bring you directly tothe specific video.
