Synthesis Question

HA405 : The Class : Customer Management : Relationships : Synthesis Question

Synthesis Question: Phase 2, Step 4, Topic 3

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This synthesis question asks you to comment one of the most important aspects of consultative selling: building relationships with potential customers.
Without continuous trust, the customer often will not tell the salespeople what's on their minds. So, it becomes difficult for the salesperson to really learn the customer's true needs. Knowing the customer's needs is the key to matching the right product/service solution to "solve-the customer's problems. Also, without trust, "access" to decision-makers is limited. Salespeople need access to be able to talk with the right people who can make decisions.

The following questions comes from one source: The Web Activity 1 article on building relationships.

1. Why are relationships particularly important in consultative selling?

a. How does managing relationships affect "competitive advantage?"

b. How is Relationship Management and "competitive intelligence" related?

2. Is Relationship Management or Networking manipulative or disingenuous?

a. What does the article say about this?

b. How do you personally feel about planning to build relationships in the hope that they will benefit you?

Could these relationships be "mutually" beneficial? How and Why?

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Send E-mail to Richard G McNeill Ed.D., CHME
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