TALLER EN GRUPO CAPITULO 11

LIBRO SELLING TODAY

1. List and describe the four parts of the

Consultative Sales Process Guide.
2. Describe the findings of the two major research
projects on the strategic use of questions in
selling.
3. List and describe the four types of questions
commonly used in the selling field.
4. Describe the three dimensions of need
discovery.
5. Describe the three dimensions of selecting a
product solution.