HA405 : The Class : Customer Management : Relationships : Relationships

(P2, S4, T3)

Phase 2:  SUPPLY AND DEMAND STRATEGY

Step 4: Customer Management

Topic 3: Building and Maintaining Relationships

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Audio 1:          None

Text Reading : ONLINE TEXT

Web Activity 1:  Relationship Management

Role-Play Reading: Role-Play II - Learn about How Salespeople Build Relationships

.........................................a. How are all of these Role-Plays Connected? CLICK HERE.

.........................................b. If a Salesperson conducts a good "Relationship" sales call, what steps must he/she do? CLICK HERE.

.........................................c.Give me an Example of "Establishing a Relationship" Sales Conversation CLICK HERE.

Online Lesson:  None

Web Activity 1:  None

Group Activity1: (20 Points) AFTER reading ALL assignments:  Text, Online Lessons, & Web Activities - DISCUSSION:

                               GO TO VCC: The reality of establishing "Relationships"

HomeworkAssignment 1: (20 Points): Synthesis Question P2, S4, T3

Project Assignment 1: "Interview Project Specifications"

Project Assignment 2: "Capstone Project" Specifications" (2nd Project)

Check Your Grade:  WEB CLASS

Go FORWARD to NEW PHASE III & STEP: Presentation Management (P3, S5, T1)

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Go BACK to Step # 4: Customer Management

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