Consultative Sales: Definition, Process & Techniques


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What is a transactional sale?

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1. What is a consultative sale?

2. In what situations would a consultative selling process be appropriate?

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About This Quiz & Worksheet

This quiz and corresponding worksheet will help you gauge your understanding of the consultative sales process and how it differs from transactional sales. Topics you'll need to know to pass the quiz include understanding when a consultative sales process should be used and what kind of techniques these sales involve.

Quiz & Worksheet Goals

Use these assessment tools to assess your knowledge of:

  • The characteristics of a transactional sale
  • The characteristics of a consultative sale
  • The areas in which consultative sales would be appropriate
  • Examples of consultative selling techniques
  • How the idea of 'relationship focus' translates into the process of sales

Skills Practiced

This worksheet and quiz will let you practice the following skills:

  • Defining key concepts - ensure that you can accurately define main phrases, such as relationship focus and consultative sales
  • Reading comprehension - ensure that you draw the most important information from the related lesson on the consultative sales process
  • Interpreting information - verify that you can read information regarding transactional and consultative sales and interpret it correctly
  • Knowledge application - use your knowledge to answer questions about the applications of consultative selling

Additional Learning

To learn more about the importance of consultative sales and the benefits that can be achieved through a relationship focus, review the corresponding lesson on the Consultative Sales Process. This lesson covers the following objectives:

  • Define consultative sale and compare it to traditional/transactional sales
  • Review the consultative sales process
  • Explore an example of different selling models at an auto dealership
  • Examine the consultative sales techniques of asking questions, listening, analyzing needs versus products and relationship focus