VCC Discussion: The Realities of Establishing Relationships,
P2, S4, T3
To complete this assignment successfully, you should:
- Study the assignment carefully
- Complete the assignment as directed
RELATIONSHIPS IN THE
"REAL WORLD:" In most cases, "relationships"
are started and first established during social gatherings. Salespeople belong
to many orgnanizations where they meet and get to know potential customers (prospects).
Remember from your "Customer DataBase" lesson, "Warm
Sources" of potential buyers (your pool of "suspects")
come from these social encounters. Good salespeople systematically build and
develop social networks which inevitably become part of their "databases."
("Cold Sources" as you recall
are databases built from impersonal sources such as directories)
Let's go to the VCC and Discuss!
