Consultative sellers want opportunity, and they are willing to accept both “the risk of failure” and “the risk of rejection” to have a shot at that opportunity. Often the most desired opportunity is advancement into management. However, security is more important than independence; they will be loyal team players if it advances their careers.
Consultative sales jobs can draw directly from college graduates if extensive classroom and on the job training and mentorships are provided. Individuals with less than top grades are often the best candidates, since they studied “practically” (i.e., enough to reach a goal–graduation). They spent a good deal of their time learning social skills at the expense of their academic pursuits. They are usually very image and prestige conscious and seek an employer that has a prestigious professional image.
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