Question

‘Relationship Selling’ can be described as a central goal focused on securing, building, and maintaining long-term relationships with profitable customers.

According to our reading assignment this week, professional sales people are more likely to practice relationship selling instead of transactional selling. Why is this important for organizational goals and how does the differentiation between relationship and transactional selling affect the customers buying experience?

Answer 1

Long-term goal of any organization is to sustain in the market and remain in the business for long time along with value addition in every increasing time period.Relationship building with customers bring value addition to the firm for lifetime and the customer remain a loyal customer of the business for a longer duration of time.Customer life time value is much more when the sales people target for relationship selling. In this selling approach the salesman doesnot sale product or service only, they win the hope and trust of the employee which can be converted into long-term relationship.When customer have faith in the brand and product they remain attached to the brand for long time. We have seen the customer of Apple, Nike, etc who followed this pronciple and how they are adding value in their kitty.