MARK 2150 Chapter 4 - Personal Selling CR - Chapter 4...

Info icon This preview shows pages 1–7. Sign up to view the full content.

View Full Document Right Arrow Icon
Chapter 4 - Personal Selling Creating Value with a Relationship Strategy
Image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full Document Right Arrow Icon
Learning Objectives MARK 2150 - Personal Selling - Chapter 4 2
Image of page 2
How Partnering Relationships Add Value Keys to a partnering relationship: The relationship is built on shared values Everyone needs to clearly understand the purpose of the partnership and be committed to the vision The role of the salesperson must move from selling to supporting Larry Wilson, Author MARK 2150 - Personal Selling - Chapter 4 3
Image of page 3

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full Document Right Arrow Icon
Adding Value to Relationships Successful salespeople are empathizers: Empathizer – someone who has the ability to imagine themselves in someone else’s position and understand what that person is feeling Customers perceive that value is added when they feel comfortable with the relationship they have with a salesperson MARK 2150 - Personal Selling - Chapter 4 4
Image of page 4
Focus on Four Key Groups MARK 2150 - Personal Selling - Chapter 4 5
Image of page 5

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full Document Right Arrow Icon
Major Non-Verbal Factors That Shape Our Sales Image
Image of page 6
Image of page 7
This is the end of the preview. Sign up to access the rest of the document.

{[ snackBarMessage ]}

What students are saying

  • Left Quote Icon

    As a current student on this bumpy collegiate pathway, I stumbled upon Course Hero, where I can find study resources for nearly all my courses, get online help from tutors 24/7, and even share my old projects, papers, and lecture notes with other students.

    Student Picture

    Kiran Temple University Fox School of Business ‘17, Course Hero Intern

  • Left Quote Icon

    I cannot even describe how much Course Hero helped me this summer. It’s truly become something I can always rely on and help me. In the end, I was not only able to survive summer classes, but I was able to thrive thanks to Course Hero.

    Student Picture

    Dana University of Pennsylvania ‘17, Course Hero Intern

  • Left Quote Icon

    The ability to access any university’s resources through Course Hero proved invaluable in my case. I was behind on Tulane coursework and actually used UCLA’s materials to help me move forward and get everything together on time.

    Student Picture

    Jill Tulane University ‘16, Course Hero Intern