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