Selling Today: Partnering to Create Value, 14/e

Reviewing Key Concepts

Explain the importance of developing a relationship strategy

The manner in which salespeople establish, build, and maintain relationships is a major key to success in personal selling. Emotional intelligence, defined as the capacity for monitoring our own feelings and those of others, for both motivating ourselves and managing emotions well in ourselves and in our relationships, is critical to the development of a successful selling relationship strategy.

Describe issues that challenge the ethical decision making of salespeople

A selling career, more than most other careers, is frequently subjected to situations that provide short-term gain, resulting in the long-term erosion of integrity and destruction of relationships. ...