The importance of strategic planning and execution of the need discovery and product selection parts of the consultative-sales presentation model is explained in this chapter. Figure 11.6 summarizes the key concepts that must be addressed during the planning and execution process. These planning and execution activities will impact your ability to create customer value and build a partnering relationship. This approach can be used in the three major employment settings: service, B2B, and B2C.
Figure 11.6
Need discovery and product selection activities are the first step in creating value and building a partnering ...
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