Preview

Relationship and Trust in Sales Process

Satisfactory Essays
Open Document
Open Document
642 Words
Grammar
Grammar
Plagiarism
Plagiarism
Writing
Writing
Score
Score
Relationship and Trust in Sales Process
Relationship and Trust in Sales Process Nowadays, the goal of selling shifts from just give the product to customer to craft the best solution and bring value for customer, through the relationship and trust that are already built by salesperson with the potential buyer, which could be a competitive advantage, especially for companies that offer products or services in highly competitive markets, the relationship and trust become key differentiators that are hard to match and even harder for rivals to compete against. Great salespersons are good relation builder; they focus on developing strong personal and professional relationships and advocated that across the sales process. “It costs more than five times as much to get a new customer as it does to keep an existing one. That in it should help organizations understand the value of building a relationship with their customers and turning them into both repeat buyers and spokespeople for the company.”(Peter Finkelstein) So, company like to turn their clients into lifetime customer to maximize their lifetime value, through the well-established relationship, seller and buyer can underpin mutual understanding, find out solution that address buyer’s need and expectations that at the least possible risk, it also can demonstrate a real concern for their prospect’s wellbeing, and earning buyer’s trust in return. Another advantage of relationship selling is able to maintaining regular, effective and open communications with a broader base of people in the customer’s business, “When the contact base is broad, more people in the company know and can develop a degree of trust with the salesperson. What this means is that salespeople, intent on building relationships, need to have superior communications skills and networking capabilities.” (Peter Finkelstein) In order to become success in sales venture, it is worthy of taking time to build relationships with customers, rather than just focusing on making the immediate

You May Also Find These Documents Helpful

  • Satisfactory Essays

    Blood and Edition Answer Key

    • 9679 Words
    • 39 Pages

    Herlihy: The Human Body in Health and Illness, 4th Edition Answer Key - Study Guide Chapter 1: Introduction to the Human Body Part I: Mastering the Basics Matching—General Terms 1. D 2.…

    • 9679 Words
    • 39 Pages
    Satisfactory Essays
  • Good Essays

    MKT 300 final outline

    • 2149 Words
    • 9 Pages

    -Relationship selling occurs when the customer is loyal and purchases from the company time after time. It is a win-win for the buyer and the seller. Selling advice/assistance…

    • 2149 Words
    • 9 Pages
    Good Essays
  • Satisfactory Essays

    Dr. Eli Jones

    • 417 Words
    • 2 Pages

    Dr. Jone’s topic of discussion was about sales, marketing, and leadership challenges in the global marketplace. He also discussed the science of selling and how to become a revenue producer. Dr. Jones reviewed several steps to the sales process. The first step was about preparation. He stated that research is vital to identifying your prospect’s needs and wants by showing empathy towards customer concerns.…

    • 417 Words
    • 2 Pages
    Satisfactory Essays
  • Good Essays

    “So I Ain’t No Good Girl “is a short story from a collection of short stories called “Who Am I without Him”, and “So I Ain’t No Good Girl” is about your average bad girl. The Author, Sharon Flake, writes a story about a girl who thinks she’ll be nobody without her boyfriend, Raheem. The narrator in “So I Ain’t No Good Girl” is a girl who thinks of herself only as a bad girl. This specific bad girl obeys her boyfriend as a dog would to his possessor. Sharon Flake, author of “So I Ain’t No Good Girl”, enhances the portrayal of the main character, a bad girl; by adding a unique feeling of pity for this bad girl while also showing the hopelessness of the girl.…

    • 658 Words
    • 3 Pages
    Good Essays
  • Powerful Essays

    “When it comes to relationship marketing… you don’t want a relationship with every consumer… in fact, there are some bad customers (the objective is to) figure out which consumer are worth cultivating because you can meet their needs more effectively then anyone else” (Chisnall, P.M 1995).…

    • 2088 Words
    • 9 Pages
    Powerful Essays
  • Good Essays

    Study Guide MRKT 488

    • 697 Words
    • 3 Pages

    - assumes the buying of products is the same for all customers, that they are led through all the same mental states (AIDA – attention, interest, desire, action) *rely on structured sales presentation…

    • 697 Words
    • 3 Pages
    Good Essays
  • Satisfactory Essays

    Companies that take the “high road”, will make lifelong customers out of even the most distrusting consumers. Who is the main connection between the company and the customer? The Salesperson! A company’s ethics and integrity are based on the relationship between the salesperson and the customer. How does one build or maintain an ethical foundation that will make a lifelong customer?…

    • 818 Words
    • 4 Pages
    Satisfactory Essays
  • Powerful Essays

    * Sales associates develop relationships with customers rather than just merely seeing the sale as a transaction.…

    • 1495 Words
    • 6 Pages
    Powerful Essays
  • Good Essays

    The objective of this project is to give you the opportunity to get some practical insight into professional selling by interviewing a professional sales person and observing him/her perform the basic selling techniques in a real life situation. You will then apply the concepts that you learned in this course by documenting your findings and observations in a report based on the format provided.…

    • 2708 Words
    • 11 Pages
    Good Essays
  • Powerful Essays

    Why Salespeople Fail?

    • 3742 Words
    • 15 Pages

    INTRODUCTION In today’s competitive marketplace, personal selling is the key to success for many industrial firms. As industrial customers become more demanding and attempt to streamline their own operations, it is not uncommon to observe sales organizations being put under intense pressure to meet elevated customer expectations. For example, Xerox recently cut its list of approved vendors from 5,000 to only 450 [I]. Undoubtedly, the sales orAddress correspondence to Thomas N. Ingram, Department of Marketing, Fogelman College of Business and Economics, Memphis State University, Memphis, TN 38152.…

    • 3742 Words
    • 15 Pages
    Powerful Essays
  • Good Essays

    Girard makes selling seem simple, although not everyone would have the years and dedication to spend on building their sales world as he did. Girard believes that you have to think like a winner and be a winner whether you’re selling cars, insurance or a soda. No one is going to buy from someone who hates themself. Girard also stresses the fact that if you make a sale you AND the buyer are winning. Girard has built himself in a way where the sale doesn’t end when he sees his buyer leaving, that’s just the beginning and that’s why he’s so successful. Relationship sales are very important and he states that he’s dealt with repeat customers since he began selling from the beginning. Selling and the world of sales is a competition. You’re competing with not only other sales people but also the whole world in general and knowing how to want that sale more than anything and handle it in that way is key.…

    • 1121 Words
    • 5 Pages
    Good Essays
  • Satisfactory Essays

    When the sales person understands the consumer, and is able to identify where they are within the buying decision, the sales person can better take care of the customer. By leaving the customer with positive feelings in regards to the business, everybody wins. The study highlighted the…

    • 429 Words
    • 2 Pages
    Satisfactory Essays
  • Good Essays

    articles

    • 753 Words
    • 4 Pages

    The relationship between a sales person and a customer is very important. The customer has to feel that they are the most important and have to leave out satisfied. For example, in the auto industry Toyota’s Lexus operation prides itself on customer-relationship management. Toyota’s creed is “customer first, dealer second, and Toyota third.” They make sure the customers leave the dealership happy about their purchase. They do follow-up calls to make sure the customer is still satisfied. In another example presented in the article Alamo Rent-A-Car has a “Best Friends” program. Which states “Make your customers your best friends; treat them that way all the time, and they will always be your customer.” This article compares to chapter 1 when it discusses customer value and customer relationships.…

    • 753 Words
    • 4 Pages
    Good Essays
  • Powerful Essays

    Tanya Drollinger, Lucette B. Comer, (2013),"Salesperson 's listening ability as an antecedent to relationship selling", Journal…

    • 2714 Words
    • 13 Pages
    Powerful Essays
  • Good Essays

    5 Type of Customer

    • 854 Words
    • 4 Pages

    In the world today, the most difficult task to do is about dealing with human being. From the points of view of salespeople, they always want to attract, satisfy, and make transactions with all customers. However, in the reality, no retailers can satisfy the needs of all customers. Therefore, being sellers, we should pay our focuses on one particular type of customer who can increase our sales. To understand this type of good customer, let’s enjoy the role-play right now.…

    • 854 Words
    • 4 Pages
    Good Essays

Related Topics