Question

1- How is relationship selling tied to the marketing concept?

2- In today's culture of self-service, is personal selling destined for extinction? Explain your answer.

Answer 1

A sales technique that focuses on interaction between buyer and seller is a manner that builds an aura of trust and warmth between the two is referred to as relationship selling. It tied to the marketing concept because of the following factors:

1. It helps in ice breaking and rapport building with the customers.

2. Relationship selling enables the seller to understand the needs and requirements of the customer better.

3. It plays a vital role in providing after sales service and support to the customer. For instance, follow up from the customer is very important while selling banking products, automobiles etc.

4. Products where technical and financial assistance is required can inly be sold through relationship selling and not through self service.

Thus, relationship selling is related to marketing concept.