Selling Today: Partnering to Create Value, 14/e

Application Exercises

1. 4-9 Select four salespeople you know and ask them if they have a relationship strategy for working with customers, management personnel, secondary decision makers, and company support staff. Ask each salesperson to give you two or three specific examples of steps they have taken to build and maintain a positive relationship with their customers.

2. 4-10 The partnering style of selling is emphasized throughout the book. To gain more insight into the popularity of this concept, use one of your Internet search engines to key in the words “partnering + selling.” Notice the large number of documents related to this query. Click on and examine several of these documents to learn more about this approach to selling.

3. 4-11 Complete ...