Consultative Selling is a customer‐oriented personal selling approach in which the salesperson functions as an advisor who systematically diagnoses the customer’s needs, problems and decision criteria and then proposes tailored solutions that create mutual, long‑term value rather than focusing primarily on short‑term transactional persuasion.
340
Publications
24K
Citations
570
Authors
310
Institutions
Publications per year
2017–2026
59
Publications
340
1–5 of 340
Authors
570
- AS
9
h-index
- GW
8
h-index
- CR
7
h-index
- WC
7
h-index
- BA
7
h-index
1–5 of 570
Institutions
310
University of Alabama
Tuscaloosa, United States
11 h-index
12 publications
1.3K citations
Texas Christian University
Fort Worth, United States
8 h-index
10 publications
755 citations
University of Florida
Gainesville, United States
8 h-index
9 publications
2.7K citations
University of Miami
Coral Gables, United States
7 h-index
7 publications
260 citations
University of Houston
Houston, United States
7 h-index
9 publications
672 citations
University of Georgia
Athens, United States
7 h-index
8 publications
773 citations
Ball State University
Muncie, United States
7 h-index
10 publications
309 citations
University of Akron
Akron, United States
6 h-index
6 publications
405 citations
1–8 of 310
Venues
- Journal of Personal Selling and Sales Management
JPSSM · 85 publications · 5.2K citations
43
h-index
- Industrial Marketing Management
42 publications · 2.7K citations
29
h-index
- Journal of Business Research
JBR · 19 publications · 1.2K citations
19
h-index
- Journal of Marketing
JM · 17 publications · 2.9K citations
16
h-index
- Journal of Business and Industrial Marketing
14 publications · 888 citations
14
h-index
1–5