List and describe the four parts of the Consultative Sales Process Guide.

The four parts of the Consultative Sales Presentation Guide are:
1.   Need discovery: Precise need discovery is the process of diagnosing the customer’s problems.
2.   Selection of product: The process of creating the ideal “custom-fitted” product for the customer.
3.   Need-satisfaction: Communicating to the customer the satisfaction that the product or service will provide. Informing, persuading, and/or reminding accomplish this.
4.   Servicing the sale: Service activities include suggestion selling, making credit arrangements, following through on assurances and promises, and follow-ups to ensure customer satisfaction.