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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.
It is a subset of the wider procurement process. Generally, purchasing refers to the process involved in ordering goods such as request, approval, creation of a purchase order record (a Purchase Order or P.O.) and the receipting of goods.mportantly, and distinct from âpurchasingâ, procurement involves the activities involved in establishing fundamental requirements, sourcing activities such as market research and vendor evaluation and negotiation of contracts.