Consultative selling is often related to radical changes in the buyer’s organization and processes. The salesman must be able to understand the essence of these transformations and give advices to the client on how to manage them. To do this he must be able to understand the rational, the emotional and the power aspects of change.

If he is involved also in implementation, as a member of the implementation team he must behave as a sales agent helping the client to design and to manage the transformation process from inside.

• Administrator: Sylvie Debaty
• Administrator: Frédérique Pedreno
• Administrator: Cécile Rébillard
• Administrator: Admin User
• Administrator: Eric Villard