Consultative Selling

Tip de vanzare personala in care este subliniat rolul de consultant al agentului de vanzari; agentul de vanzari il asista pe cumparator in identificarea nevoilor si satisfacerea acestora, cu scopul de a construi o relatie de durata cu acesta in vederea repetarii tranzactiei. Vezi Relationship Selling.

An approach to personal selling emphasising the role of the salesperson as consultant; the salesperson assists the buyer to identify needs and find need-satisfactions in the product range, seeking to build long-term customer relationships leading to repeat business. See Relationship Selling