Mar-3400 Study Guide - Final Guide: National Accounts, Busy Work, Product Demonstration
Document Summary
Important skill to be successful is active listening: take notes, write down keywords to remember important topics said, repeat, restate, rephrase, clarify and summarize, must understand different cultures in any profession, understand context of communications. Other relationships: we live in a high low context culture, types of business relationships, not every relationship is a strategic partnership. Functional relationships- do business with other people until something goes wrong and find new alternative. Helps determine which companies should be strategic partners. Where are you going: characteristics of successful partnerships, mutual trust. Likeability: open communication, common goals, trust is a belief by one party that the other party will fulfill its obligations in a relationship, buying decisions, users. Influences- have knowledge about product: controller, gatekeeper. Let"s you get to the other side. Cant move on until he"s on your side: deciders, purchasers, types of buying situations, first time buying.
