11.2 Describe the four parts of the need-satisfaction model
To be most effective, the salesperson should think of the sales process as a four-part model. The Consultative Sales Process Guide features these four parts (Figure 11.2).
Figure 11.2 The Consultative Sales Process Guide
To be most successful, the salesperson should think of the sales presentation as a four-part process.
Since the emergence of the marketing concept discussed in Chapter 2, where the activities of a firm revolve around the needs of the customer, need discovery forms the ...
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