TRANSACTIONAL SELLING: a series of transactions, each one involving separate organizations entering into an independent transaction involving the delivery of a product or service in return for compensation. RELATIONSHIP SELLING: in today's highly competitive environment, however, customers realize there are benefits in building relationships b/w themselves and their suppliers...
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RELATIONSHIP SELLING: in today's highly competitive environment, however, customers realize there are benefits in building relationships b/w themselves and their suppliers. Providing this level of service is expensive, however, and it cannot be provided equally to all customers across the board. As a result, sales managers must prioritize their customers, creating partnerships with some while seeking to maximize efficiencies with others...
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