1) Describe the Characteristics of Consultative Sales Presentation? Give an Example

A consultative sales presentation is basically to inform the customer about the product you are selling. You can perform one over the phone or you can go to a remote location in person. A consultative sales presentation is presenting your product to your customer you want to make sure that you answer all there questions you want the customer feeling fully informed and compelled to take advantage of your services. You also want to develop a relationship between you and the customer and make sure that the client you want the client to be feel comfortable and consult with you and comfortable that you will meet there needs. For a great presentation follow up with the client after they perches the product from you. For an example I have my cell phone through Sprint I have had issues with my phone. Not only have they fixed the problem they went one step further not only fixed the problem but they called days later to make sure the product is fixed and that I’m satisfied. Basically a consultative presentation goes with answer questions, developing relationships, and selling the product, following it up with great customer services.

1) Explain how to determine the prospects needs? Using the example in the textbook, which companies do a great job?

To determine the prospects needs you will need to do three important key things. First you need to ask the client the appropriate questions find out exactly what they are looking for and what they want. Second is to listen to the customer and acknowledge the customer response. Third you need to establish a buying motive. Mary Langston personal shopper her self at Nordstrom’s in Chicago says that it starts and begins with a good listener. She gives the customer an honest answer. A company that is going to move forward always starts with a great customer service.

2) Discuss the use of questions to determine needs. Also provide /select products that match customer needs.

To be effective in questioning the customer helps...