4 Creating Value with a Relationship Strategy

A photo shows Susana Rosas smiling and discussing something with a man.

Source: Michael Ahearn

Learning Objectives

When you finish reading this chapter, you should be able to

  1. 4.1 Explain how partnering relationships add value

  2. 4.2 Discuss how thought processes can enhance your relationship strategy

  3. 4.3 Identify and describe the major nonverbal factors that shape our sales image

  4. 4.4 Describe conversational strategies that help us establish relationships

  5. 4.5 Explain how to establish a self- improvement plan based on personal development strategies

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