Broadening the Scope of Relationship Selling

Abstract

The concept of partnership or the bonding of the buyer to the seller by superior post transactional services has been well received by members of today's quality-driven market place. However, relationship selling is a multi-stage process that emphasizes personalization and empathy as key ingredients in identifying prospects, developing them as customers, and keeping them satisfied. This article takes readers on an arm chair journey through each of the phases of the process with detailed illustrations of typical issues and procedures.