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- Submit Chapter 2 Breakout Questions 2, 4, 6, & 11 on page 64.
2. Take a piece of paper and draw a line down the middle.
Write “pros” on the top left and “cons” on the top right. Now, from your own
perspective come up with as many issues as you can on both sides regarding
relationship selling as a career choice for you. Be sure to note why you list
each item as you do.
4. Telecommuting and using a virtual office are major
aspects of many professional sales positions. How do you feel about
telecommuting and virtual office in a job? What aspects of telecommuting and
virtual office are most and least attracted to?
6. Review the top 20 key success factors for relationship
selling as listed in Exhibit 2.3. Which of these factors are currently your
strongest points? Which need the most work? How do you plan to capitalize on
the strengths and improve on the weaknesses?
11. In the past, salespeople tended to have the edge over
most buyers in terms of information. However, over the past 15 years access to
timely and accurate information related to their business has changed how
purchasing agents view their jobs. For one thing, they have been able to get a
better handle on their costs and better determine which items to buy and from
whom. How has this proliferation of information affected the relationship, both
interpersonally and professionally, between purchasing agents and the sales
reps calling on them?