Mar 3391 Lecture 2: Ch. 13 Building Partnering Relationships
Document Summary
Customers are, of course, the primary revenue source for companies. For most salespeople, sales increase from one year to the next are due to increasing the revenue from existing accounts. However, even if revenue doesn"t increase, just retaining accounts increases the long-term value of the customer. Refers to the purchase of the same product from the same vendor over time. An emotional attachment to a brand, company, or salesperson. Buyer and seller have a close personal relationship. Buyer and seller work together to solve problems. Makes significant investments to improve the profitability of both parties. Buyers perception that the salesperson, and the product and company he represents, will live up to promises made. Demonstrated knowledge of the customer, the product, the industry and the competition. Degree to which salesperson puts customer needs first. Behaving in a friendly manner and finding a common ground between buyer and seller: open communication, common goals.
