MKT 504 Lecture Notes - Lecture 4: Customer Relationship Management, Sales Process Engineering
1 Oct 2017
School
Department
Course
Professor
Document Summary
A strategically developed, long-term relationship that solves the customer"s problems . Successful when salesperson is able to skillfully apply the for major strategies and stay close to the customer finding new ways to add value to develop a long term. Repeat sales and referrals to increase prospect base . Enhanced by customer relationship management (crm) process of building and maintaining strong customer relationships by providing customer value. Software programs, spread sheets, presentation packages strategic selling alliance. 1) learn as much as possible about the proposed partner . 2) meet with the proposed partner and explore mutual benefits . Goal is to achieve a marketplace advantage by teaming up with another company whose products or services fit well with your own . Often formed by companies with similar business interests to gain a mutual competitive advantage (team up with companies whose products fit well with yours) . Building win win alliances requires the highest form of consultative selling .
