The Sales Model Development of Consulting Services for Example the Management Consulting Market in Nizhny Novgorod.

This paper discusses the methods for developing a sales model for consulting services, as well as the significance of building such a model based on an analysis of the market situation, competitors, and the specifics of consulting services as a product for sale. The work consists of two chapters. The first chapter reflects the methodology for building a sales model based on an analysis of modern scientific literature on consulting and marketing consulting services, and the second describes a methodology for building a sales model for consulting services, building a customer base and further interaction stages preceding the transaction. Also in the second chapter, recommendations were made on the transformation of the sales model of consulting services in the context of market dynamics and the active introduction of information technology into the sales process. In carrying out the work, the expertise of specialists in the field of sales of consulting services was used, a script was created that was able to identify the needs of a potential client, and data were collected regarding consumer preferences in conditions of relative market stability. This study allowed to identify some patterns of the consulting services market based on the analysis of competitors, as well as to carry out customer segmentation to form consulting proposals that meet their needs. In the future, this work opens up prospects for the study of consumer segments of consulting services, as well as identifying factors affecting the transition from consulting sales to partner sales in the framework of consulting services to customers.