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The consultative selling process is leading the prospect to a vehicle that fits. The fit means finding out exactly what it is the prospect wants changed or corrected. Specifically, what need or needs exist.he consultative selling process is leading the prospect to a vehicle that fits. The fit means finding out exactly what it is the prospect wants changed or corrected. Specifically, what need or needs exist.
Tactical-The company does not have an integrated sales forecasting and demand planning process. The information that the processes produce is not very accurate or timely, and the responsibility for managing the process and providing the plans often is left to people not directly in touch with buyers and customers.actical-The company does not have an integrated sales forecasting and demand planning process. The information that the processes produce is not very accurate or timely, and the responsibility for managing the process and providing the plans often is left to people not directly in touch with buyers and customers.