Use the Chart to Indicate the Relative Amount of Time

Use the chart to indicate the relative amount of time spent in each of the key steps of the selling process for both traditional selling and relationship/consultative selling.The first step has been completed for you.
$$\begin{array} { | l | l | l } \hline \text { Kay Selline Steps } & \text { Traditional Selline } & \begin{array} { l } \text { Relationship/Consultative } \\\text { Selline }\end{array} \\\hline \text { Generating leads } & \text { High } & \text { Low } \\\hline \text { Qualifying leads } & & \\\hline \begin{array} { l } \text { Approaching the customer and } \\\text { probing needs }\end{array} & & \\\hline \begin{array} { l } \text { Developing and proposing } \\\text { salutions }\end{array} & & \\\hline \text { Handling objections } & & \\\hline \text { Closing the sale } & & \\\hline \text { Following up } & & \\\hline\end{array}$$