Customer-Centric Selling--2nd ed

This book examines all aspects of implementing a professional consultative sales
organization. It can be read cover-to-cover for a comprehensive perspective, or
chapter-by-chapter for a more topical view, based on your needs and interested.
It is divided into three Parts:
? Part A: "The Worlds of Selling and Sales" compares traditional to consultative
selling. While each approach is tasked with generating revenue for their
company, how they accomplish that, and what other tasks they do, are
fundamentally different. Part A provides a context for many of the concepts
and skills offered throughout the text.
? Part B: "Consultative Selling and the Buy Process" discusses how a consultative
salesperson interfaces with each customer based on their buy process
and how they make the many decisions that impact their ultimate purchase.
Part B provides a "big picture" view of how consultative salespeople remain
focused and manage their time to provide optimum influence on their
customers.
? Part C: "Consultative Selling Skills" describes many of the most important
skills and protocols to establish, build, and benefit from consultative partnerships.
As such, they are stand-alone skills that can be used independently ...
yet are optimized when used in conjunction with each other.
Note to Professors and Instructors: Support materials, including an Instructor's
Manual, PowerPoint slide decks, a testbank, in-class student exercises for the
skills, and a comprehensive student project are available. In addition, adopters
who meet certain parameters will be entitled to personal consultation with the
author in developing their courses. Please contact Wessex Press for details (www.
wessexlearning.com).