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MKT 504 (49)
Roy Morley (28)
Chapter 3

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MKT 504
Roy Morley

CHAPTER 3: DEVELOPING A RELATIONSHIP STRATEGY -emotional intelligence: capacity for recognizing our own feelings and those of others, for motivating ourselves, and for managing emotions effectively in ourselves & our relationships -empathizer: someone with ability to imagine themselves in someone else’s position & understand what they are feeling -Wilson’s 3 Keys to Partnering Relationship: 1 relationship is built on share values, 2 everyone needs to clearly understand the purpose of the partnership & be committed to the vision, 3 role of salesperson must move from selling to supporting -4 Key Groups of Relationship Strategies: customers, secondary decision makers (ie assistants to primary decision maker), company support staff, management personnel -self-concept: bundle of facts, opinions, beliefs, and perceptions about yourself that are present in your life every moment of every day -win-win
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