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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.
eProcurement is the counterpart to eSourcing in that it performs the process electronically and, in the purchasing cycle, it begins when the supplier contract is signed. Though they are both important parts of the purchasing cycle, there are many differences between eSourcing and eProcurement. It is the spend analysis, supplier selection, and contracts involved in eSourcing that lead into the transactional aspects of eProcurement. Following eSourcing, eProcurement is the actual purchase of the goods and services from suppliers. It executes on the negotiated contracts created by sourcing, which typically include pricing agreed upon for the goods, perhaps rebates once a quantity is reached, and other stipulations.