{[ promptMessage ]}

Bookmark it

{[ promptMessage ]}

Chapter one Intro to relationship selling

Chapter one Intro to relationship selling - Chapter one...

Info iconThis preview shows pages 1–2. Sign up to view the full content.

View Full Document Right Arrow Icon
Chapter one Intro to relationship selling Vocabulary Value - represents the net bundle of benefits the customer derives from the product you are selling. AKA value proposition Customer loyalty - is giving you customers many reasons not to switch to competitors. Relationship selling - the goal to secure, build, and maintain long term relationships with profitable customers. Customer relationship management (CRM)- refers to an organization wide customer focuses that uses advanced technology to maximize the firm’s ability to add value to customers and develop long term relationships. Customer-centric - puts the customer at the center of everything that happens! Customer orientation - is firms that have a high level of customer-centric. Customer mindset -is one way to exhibit a customer orientation. Maybe defined as a salesperson’s belief that understanding and satisfying customers are first priority. Return on customer investment - how much time, money, and other resources are invested in a customer divided by how much the company earns from the customers purchases.
Background image of page 1

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

View Full Document Right Arrow Icon
Image of page 2
This is the end of the preview. Sign up to access the rest of the document.

{[ snackBarMessage ]}