Paper Summary:

This paper explains some of the key ways for companies to execute effectively consultative selling. The author points out that the first part of successful consultative selling is to understand that the goal is not to make sales but to make customers by identifying customer needs so that you can help them. The paper stresses that the sales person must co-manage the continuous relationship with the customer, and the entire organization must be willing to enter a collaborative relationship.

From the Paper:

"In this new time, the old vertically integrated enterprise model business has decomposed into two types of restyled organizations. One is the Tier 2 Business - the process-driven and product-based manufacturer that does not need a sales force because it does not "sell". Instead, its output is brought under strategic alliance by Tier 1 Businesses acting as multi-vendor distributors and systems integrators on behalf of their customer-clients. Tier 1 businesses are staffed with co managers who work in a long-term partnership with the customer's operating managers."

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