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            CONTENTS
 
                     Part One:        Strategic Planning
 
            1.1            Strategic Planning Introduction
            1.2            Account Analysis Preparation
            1.3            Account Analysis
            1.4            Competitive Analysis
            1.5            Decision-making Analysis
            1.6            Goals & Objectives
            1.7            Strategies
   
                    Part Two:        Consultative Selling
 
            2.1            Introduction and Definition of Consultative Selling
            2.2            Identifying the Opportunities
            2.3            Create Buy-in and Gain Access
            2.4            Identifying Possible Solutions and Creative Options
            2.5            Determine Solution Value
            2.6            Test the Solution
            2.7            Sell the Solution
            2.8            Implementing the Solution