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Unformatted text preview: enhancing interactions with customers in order to develop long-term satisfaction through mutually beneficial partnerships. Traditional Selling vs. Relationship Selling • Traditional: o Sells products o Focus on closing sales o Limited sales planning o Discuss product o Assess “product-specific” needs o “lone wolf” approach o Pricing/ product focus o Short-term sales follow-up • Relationship Selling o Sell advice, assistance, counsel o Focus on customer’s bottom line o Sales planning is top priority o Build problem-solving environment o Conduct discovery in scope of operations o Team approach o Profit impact and strategic benefit focus o Long-term sales follow-up Traditional salesperson gets initial sales and some repeat sales; relationship salesperson gets those as well as successive sales....
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This note was uploaded on 04/07/2008 for the course MKTG 301 taught by Professor Goldman during the Spring '08 term at UMass (Amherst).
- Spring '08