consultative selling

  

Definition

Personal selling in which a salesperson plays the role of a consultant. He or she first assists the buyer in identifying his or her needs, and then suggesting products that satisfy those needs.

Use this term in a sentence

  • Using the consultative selling practice we can make the potential customer feel as if we are on their level and we want to help them rather than just make a quick buck.

    4 people found this helpful    
  • Women who sell Mary Kay or Avon products are practicing consultative selling, because they sell and give advice on what to buy.

    2 people found this helpful    
  • When I let the man into my home, I thought he was just helping me decide what type of flooring I might need - I was disappointed to find out he was just using consultative selling to get in the door and try to sell me his company's flooring.

    9 people found this helpful    
Show more usage examples...

Related Videos




http://www.businessdictionary.com/definition/consultative-selling.html

Have a question about this term? Ask for help in the
Community
Browse by Letter: # A B C D E F G H I J K L M N O P Q R S T U V W X Y Z