P. 1
Consultative Selling

Consultative Selling

|Views: 69|Likes:
Published by anjaanaadmi

More info:

Categories:Types, Business/Law
Published by: anjaanaadmi on Jul 30, 2012
Copyright:Attribution Non-commercial


Read on Scribd mobile: iPhone, iPad and Android.
download as PDF, TXT or read online from Scribd
See more
See less





After choosing the tactic, you must build other tactics to

make it happen, and your strategy will come from this.

American Airlines wanted to reward their best flyers

because these flyers represented significant revenue to the

company. The tactic was free trips. The strategy was to keep

customers loyal to American Airlines and avoid having them

use a competitor’s airline. When American launched the

program with their base of loyal flyers, they underestimated

the impact of the program. They did not anticipate attract-

ing a significant amount of additional new customers who

wanted to earn free trips.

Based on what your analysis is, you must select one of

these tactics to satisfy the clients P+R=S.



You're Reading a Free Preview

/*********** DO NOT ALTER ANYTHING BELOW THIS LINE ! ************/ var s_code=s.t();if(s_code)document.write(s_code)//-->