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Term Paper example - Sales Management Question
Pages 4 (1004 words)
Discuss transaction-focused traditional selling and trust-based relationship selling. Transaction-focused traditional selling is considered to be inefficient because of the process of the closing sales (Johnston and Marshall, 2005). In the traditional selling, a process is followed from next step to last step which is closing the sales which the sellers are using for their benefits…
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2004). The sales person requires information about the product, its competitors, and account gaining strategies to successfully close a sale (Johnston and Marshall, 2005). This technique although out-dated is till used in many industries such as automobiles where the focus of the sale is short-run (Johnston and Marshall, 2005). Trust based relationship selling is considered more personal selling in contrast to transaction-focused selling. Relationship selling is now-a-days the core of selling strategies. Trust-based relationship selling is based on the gaining the trust of the customers by focusing the sales strategy on the communication, creation and delivery of the customer needs and values (Ingram et al, 2004). In this approach to selling, the solving the problems of the customer is the top most priority followed by providing them opportunities and adding value to the business provided by the customers in the future (Ingram et al, 2004). While using the trust-based selling approach, it is important to have knowledge about the product, competitors, the need of the customers, their level of current knowledge, trust-building strategies and so on to successfully bring the customer in the business (Ingram et al. 2004). ...
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