MKT 3427 Lecture Notes - Lecture 4: Positive Mental Attitude, Tinder, Speed Dating
Document Summary
Emotional intelligence: the capacity for, monitoring our own feelings and those of others, motivating ourselves, managing emotions well in ourselves and in our relationships, emotional intelligence is a predictor of success. Three major relationship challenges: building new relationships, transforming relationships form personal level to business level (or vice versa, managing relationships. Relationships add value: customers perceive that value is added when they feel comfortable with the relationship they have with a salesperson, certain salesperson traits help create perception of value, honesty, accountability, sincere concern for customer welfare. Effective relationship strategies: four key groups, customers, external relationship, secondary decision makers. Influence customers decision: external relationship, company support staff, relationships in your company, management personnel, people that do research and development, finance department, relationships with these people allow you to better connect with your clients. Idea of expert power- tacit knowledge: everything you have learned and experienced at a past job; you take knowledge with you.