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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.
3. Bidding, Negotiation, and Supplier Selection. Final supplier selection occurs once purchasing completes the activities required during the supplier evaluation process. Selecting suppliers is perhaps one of the most important activities performed by companies.