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SELLING: BUILDING PARTNERSHIPS 9TH EDITION CASTLEBERRY/ TANNER One question in 3 parts A. What is the...

SELLING: BUILDING PARTNERSHIPS 9TH EDITION CASTLEBERRY/ TANNER

One question in 3 parts

A. What is the term used to describe the action of a negotiation team member who tries to begin the negotiation during the preliminaries when the other party is not expecting it ?

B. Name one type of sales approach that has been shown to improve both customer retention and firm profitability?

C. What are the negative consequences of the traditionla emphasis on getting the sale no matter what ?

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Homework Answers

Answer #1

A. The negotiator tries to open the negotiation process. Opening the negotiation is the phenomenon of setting the platform for the negotiation process. This sets the tone for the entire process.

B. Relationship marketing is the sales approach that aims at both customer retention and firm’s profitability. This approach focuses at customer loyalty and aims at maintaining long term customer engagement. This helps in customer retention, which helps increasing the firm’s profitability in the long run.

C. Negative consequences of focusing on sale and ignoring other aspects are:

  1. Business ethics gets ignored
  2. Customer relationship gets hampered
  3. Long term profitability of business gets impacted
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