Examples of consultative selling in the following topics:
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- Customers of top salespeople describe their consultants as "unpaid members of my own staff."
- Consultative selling can be defined as meeting customers' needs by listening to customers, understanding their problems, paying attention to details, and following through after the sale.
- In consultative selling, you must put yourself in the position of the business owner or executive and try to see yourself as being personally involved in achieving the financial results for which he or she is responsible.
- It is crucial for you to know how to answer these questions to prove that you are a reliable problem solver and consultative selling specialist for a company.
- While doing this, it is still important to remember to focus more of your selling energies on those clients who can profit the most rapidly from what you sell.
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- There are basically 4 types of marketing channels: direct selling; selling through intermediaries; dual distribution; and reverse channels.
- Direct selling is the marketing and selling of products directly to consumers away from a fixed retail location.
- Peddling is the oldest form of direct selling.
- Direct selling is different from direct marketing in that it is about individual sales agents reaching and dealing directly with clients while direct marketing is about business organizations seeking a relationship with their customers without going through an agent/consultant or retail outlet.
- They may sell directly to the end users as well as sell to other companies for resale.
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- In the 1980s IBM productized many services that had previously been free and began selling them for a fee.
- Consider this scenario: you provide a service, let's say image consulting.
- Going back to the image consulting business, instead of charging an hourly rate, you could productize your service by offering a "One-Day Makeover. " The product would consist of a:
- An image consultant can productize their service by offering a package which includes a clothes and accessories shopping trip, beauty salon visit, and make-up application.
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- A channel partner is a company that partners with a manufacturer or producer to market and sell that company's products.
- A channel partner is a company that partners with a manufacturer or producer to market and sell the manufacturer's products, services, or technologies.
- Channel partners may be distributors, vendors, retailers, consultants, systems integrators (SI), technology deployment consultancies, value-added resellers (VARs), and other such organizations.
- The added value can come from professional services such as integrating, customizing, consulting, training, and implementation.
- Understand what your partners do, how they sell, and how they will re-sell your solution.
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- Component Parts: Manufacturers produce products, from raw materials to component parts, which they then sell at a profit.
- Real estate businesses generate profit from the selling, renting, and development such of properties.
- Organizations including house decorators, repair services, consulting firms, restaurants, financial businesses, janitorial services, and even entertainers are types of service businesses. ( )
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- For example, Starbucks can sell its coffee at a higher price than solid market competitors because consumers associate the brand with quality and value.
- For example, Starbucks can sell its coffee at a higher price than solid market competitors because consumers associate the brand with quality and value .
- According to David Aaker, a marketing professor and brand consultant, there are ten attributes of a brand that can be used to assess its strength:
- Starbucks sells its coffee at a higher price point which is justified by its perceived brand value and quality.
- List the 10 attributes used to measure brand equity according to marketing professor and brand consultant David Aaker
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- This is different from solution selling because instead of defining the solution and then looking for applicable problems, you are tailoring your services to fit your prospective customer's day-to-day problems.
- In order to accomplish this task you, and anyone involved in selling your services, need to:
- When selling services rather than technology, the focus should be on people and organizations—listening to and understanding their internal projects, and being considerate of their timelines and budgets.
- No customer will renew a subscription service or buy more consulting services if they don't see genuine value in these services as it relates to fulfilling their business objectives, whether that be better customer service, better IT responsiveness, or better IT management.
- Demonstrate knowledge of the skills required to sell services as solutions to customers and prospects
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- Manufacturers create products from raw materials or component parts, which they then sell at a profit.
- Real estate businesses generate profit from the selling, renting, and development of properties comprising land, residential homes, and other kinds of buildings.
- Typical service businesses include consulting firms, restaurants, and house decorators.
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- The BCG Matrix was created in 1970 by Bruce Henderson and the Boston Consulting Group.
- If it is a BU, then the consensus is to sell it off.
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- The successful management of the relationship between the company and its customers defines the act of sales or selling.
- Approaching marketing with a selling orientation was popular for companies in the 1950s and 1960s.
- The answer was to concentrate on selling.
- Effective selling requires a systems approach, at minimum involving roles that sell, enable selling, and develop sales capabilities.
- Outline the methodology and importance of selling orientation as it relates to product inventory