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Developing Relationship Strategy Emotional Intelligence - capacity to recognize our own feelings and feelings of others to motivate ourselves and manage emotions in ourselves and our relationships People with high level of emotional intelligence display many qualities needed in sales work self-confidence trust adaptability initiative optimism empathy social skills Selling involves 3 major relationship challenges Building new relationships - starts with communication of positive impressions during the initial contact Transforming relationships from personal level to business level Management of relationships RELATIONSHIP STRATEGY - well-thought plan for establishing building and maintaining quality relationships DEVELOP A RELATIONSHIP STRATEGY Project positive professional image Practise communication-style flexing Behave ethically DEVELOP A PERSONAL SELLING PHILOSOPHY Value Personal Selling Adopt Marketing Concept Become a Problem Solverpartner Every salesperson should have ongoing goal of developing a relationship strategy that adds value to the sale The salesperson may be able to compete on the basis of product solution price or service but fail due to relationship bond a customer has with competition Customers perceive value is added to the sale when they feel good about the relationship they have with a salesperson Salespeople need to develop strategies and practise skills necessary to create relationship value for customers ADD VALUE to the relationship as perceived by the customer Positive Professional self image Good manners Appearance Posture Handshakes Ethical behaviour Verbal non-verbal behaviours Well-modulated voice ability to adjust communication style PARTNERING - strategically developed high-quality relationship that focuses on solving customers buying problem PARTNERING involves establishing re-establishing and maintaining relationships with customers PARTNERING emphasizes building a strong relationship during every aspect of the sale and working hard to maintain a quality relationship with a customer after the sale Professional Selling today must be viewed as process not an event Wilson believes there are 3 keys to partnering relationship Relationship is built on shared values ideas Everyone needs
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