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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.
1 This set of sequential, interrelated activities is known as the sales cycle, or revenue cycle. 2  Purchasing cycle. 3  A company issues a purchase order to a supplier for goods, receives the goods, records an account payable, and pays the supplier. A company receives an order from a customer, examines the order for creditworthiness, ships goods or provides services to the customer, issues an invoice, and collects payment. 2  This set of sequential, interrelated activities is known as the sales cycle, or revenue cycle. 3  Purchasing cycle.