Selling Today: Partnering to Create Value, 14/e

The Four-Part Need-Satisfaction Model

1. 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.

Figure 11.2 Full Alternative Text

Part One—Need Discovery

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 ...