Ch_2_PP_5th_Edition

Ch_2_PP_5th_Edition - 1 Relationship Selling Learning...

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Unformatted text preview: 1 Relationship Selling Learning Objectives: Understand the role of relationship selling in todays market and how it differs from past stereotypes of selling. Learn the steps in relationship selling and the purpose of each step. Compare and contrast relationship selling and the traditional sales model. Examine the usefulness of continuous quality improvement in a sales organization. Recognize how to build relationships through team selling. CHAPTER 2 CHAPTER 2 2 Quotable Quotes Quotable Quotes Your professionalism is defined not by the business you are in, but by the way you are in business. - Dr. Tony Alessandra 3 Value Creation Through Relationship Selling The trend in professional selling today is toward relationship, problem-solving selling Customer Satisfaction : the ultimate goal of the relationship salesperson throughout the selling process Relationship Management : Managing the account relationship Ensuring that your clients receive the proper service during and after the sale 4 Relationship Builders Treat customers like life-long partners Become a solutions provider Deliver more service than you promise Schedule regular service calls Develop open and honest communication Use the we can approach Take responsibility for mistakes made Be an ally for the customers business 5 Simply wait for the problem to develop Focus only on making the sale Over-promise and under-deliver Wait for your customers to call you Lie or make exaggerated claims Use the us versus them approach...
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This note was uploaded on 12/03/2008 for the course MKT 363 taught by Professor Bingham during the Fall '08 term at Bryant.

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Ch_2_PP_5th_Edition - 1 Relationship Selling Learning...

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