Here is the synopsis of our sample research paper on Relationship Selling. Have the paper e-mailed to you 24/7/365.
Essay / Research Paper Abstract
This 6 page paper looks the way in which companies can benefit from relationship selling. The paper starts by looking at what relationship selling is and how it can be achieved and then looks at how it may be put into practice to create value. The paper uses some examples to demonstrate the value it can provide and the advantages associated with the use of relationship selling. The bibliography cites 7 sources.
Page Count:
6 pages (~225 words per page)
File: TS14_TEsellrela.rtf
Buy This Term Paper »
Unformatted sample text from the term paper:
summarised with models such as the 5 Cs (Kotler, 2003). However, whatever model is used for how the potential customer will find out about a product and then decide to
buy it, it is accepted that it is much more cost effective and effective to sell to repeat customers who already know the company rather than attract new customers each
time a sale is made. To create loyal customers that return time after time has been seen as a holy grail of marketing, this not only increases sales, but it
also results in decreased choice on the part of the consumer as they limit their own choice due to the purchasing preferences this creates, in effect reducing the impact of
competition on their purchase decision. How the subject matter affects modern day business management. The aspect that attracts the greatest level of attention in customer loyalty and repeat sales is
the way that this can be created and then leveraged. One approach that has been successful is that of relationship selling. This is a model that requires commitment on the
part of the seller in order to create a relationship with the customer, in order to understand who their customers are, to create trust between the buyer and the seller
and the needs of the buyer are understood by the seller who makes efforts to overcome any problems and resolve them, and will then take a proactive approach to ensuring
customers are satisfied (Johnston and Marshall, 2004). The philosophy of relationship selling has been defined by Cathcart, (2002) as; "Business should be practiced as an act of friendship, rather than
merely as a process of negotiation. It is about connecting with people profitably, not merely persuading them to buy." (Cathcart, 2002).
...