This book examines all aspects of implementing a professional
consultative sales organization. It can be read cover-to-cover for a
comprehensive perspective, or chapter-by-chapter for a more topical
view, based on your needs and interests. It is divided into three Parts:
■ Part A: "The Worlds of Selling and Sales" compares traditional
to consultative selling. While each approach is tasked with
generating revenue for their company, how they accomplish that,
and what other tasks they do, are fundamentally different. Part
A provides a context for many of the concepts and skills offered
throughout the text.
■ Part B: "Consultative Selling and the Buy Process" discusses how
a consultative salesperson interfaces with each customer based
on their buy process and how they make the many decisions that
impact their ultimate purchase. Part B provides a "big picture"
view of how consultative salespeople remain focused and manage
their time to provide optimum influence on their customers.
■ Part C: "Consultative Selling Skills" describes many of the most
important skills and protocols to establish, build, and benefit
from consultative partnerships. As such, they are stand-alone
skills that can be used independently ... yet are optimized when
used in conjunction with each other.
Video Links: Throughout the text, there are video links with an
Axcess Capon code pointing to a video of the specific skill being
discussed. Seeing a visual example of a concept or behavior strongly
supplements simply reading about it. Please visit www.wessexlearning.
com and click on AXCESS CODES; enter the appropriate code to
access the video. In the electronic (PDF) version of the text, all codes
are hotlinked; just click on the code and it will bring you directly to
the specific video.
Krawitz, Jeff: - "JEFF KRAWITZ joined New YorkUniversity Leonard N. Stern School ofBusiness as an Adjunct Professor ofMarketing in 2005. Previously, hetaught at Columbia University and SanJose State University, and was a guestlecturer at Santa Clara and StanfordUniversities.Professor Krawitz works with some of the top business students inthe world, exploring leading-edge concepts in professional, customerfocusedsales. As a founding principal at Customer ManufacturingGroup (CMG), a sales-marketing consultancy specializing in marketingprocesses, he encounters companies that need things fixed quicklyin order to return to profitable growth. This unusual combination -blending theory with practical business management - enables Jeffto bring a unique perspective to developing and managing the salesprocess in a growing business.Before forming CMG, Krawitz spent 17 years with Advanced MicroDevices (AMD), a leading semiconductor manufacturer, where hewas responsible for numerous activities within marketing and sales.Progressing from field sales engineer to worldwide channel marketingmanager, he developed a working knowledge of sales from multiplepoints of view: major accounts, manufacturers' reps, distribution andchannel sales, and sales process development. Professor Krawitz alsoheld various product marketing and product management positions atother companies before joining AMD.Jeff received his M.B.A. from the University of Pittsburgh and his B.S.in Electrical Engineering from the University of Illinois."
