Establishing and maintaining a partnering-type relationship internally as well as with the customers is a vital aspect of selling. High-performance sales personnel build strong relationships with four groups (Figure 4.1):
Figure 4.1
An effective relationship strategy helps high-performing salespeople build and maintain win-win relationships with a wide range of key groups.
Today’s customer wants a quality product and a quality relationship. This means that salespeople can create value with a ...
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