Professional Selling

Read these sections and answer the review questions at the end of each section. This chapter discusses the role selling plays in marketing strategies.

Customer Relationships and Selling Strategies

REVIEW QUESTIONS

  1. Do customer relationships begin as transactional and move toward strategic partnerships?
  2. How does each sales strategy vary?
  3. Which step of the sales process is most important and why? How would the steps of the sales process vary for each type of sales position?