Search results
Results from the WOW.Com Content Network
Neil Rackham is an author, consultant and academic. His writing focuses on "consultative selling," an approach he pioneered and documented in his book SPIN Selling (McGraw-Hill).
Relationship selling (also known as consultative selling) refers to a sales practice that involves building and maintaining interactions with customers in order to enhance long term relationships. Relationship selling often involves a problem solving approach where the sales representative acts in a consultative role and becomes a partner in ...
Solution selling is a type and style of sales and selling methodology. Solution selling has a salesperson or sales team use a sales process that is a problem-led (rather than product-led) approach to determine if and how a change in a product could bring specific improvements that are desired by the customer.
Sales broker, seller agency, seller agent, seller representative: This is a traditional role where the salesman represents a person or company on the selling end of a deal. Sales managers aim to implement various sales strategies and management techniques in order to facilitate improved profits and increased sales volume.
A consultant (from Latin: consultare "to deliberate") [1] is a professional (also known as expert, specialist, see variations of meaning below) who provides advice or services in an area of specialization (generally to medium or large-size corporations).
Complex sales, also known as Enterprise sales, can refer to a method of trading sometimes used by organizations when procuring large contracts for goods and/or services where the customer takes control of the selling process by issuing a Request for Proposal (RFP) and requiring a proposal response from previously identified or interested suppliers.
Sales engineering is a hybrid profession of sales and engineering that exists in industrial and commercial markets. Buying decisions in these markets are made differently than those in many consumer contexts, being based more on technical information and rational analysis and less on style, fashion, or impulse .
Robbinex Inc. is a consultative business intermediary firm specializing in the sale of mid-sized privately held companies. Robbinex was founded in 1974 by Doug Robbins in Hamilton, Ontario but since then has expanded to include offices throughout Canada and the United States. [1]