The Role Of Sales Presentations In Developing Customer Relationships

Topics:
Presentations
Tags:
Haworth Press,
Sales,
Sales Force Management,
Sales Presentation,
Sales Strategy,
Sales Tools
Source:
Haworth Press

FREE Registration is required

Overview: Personal selling and personal sales professionals use a number of tools to develop customer relationships. Among these, the sales presentation offers a number of advantages to the sales representative, including strategic advantages. Yet a review of the sales literature reveals that most research on personal selling tools tends to view the sales presentation as a tactical, not strategic, tool. Moreover, very little attention has been given to the special needs of services marketing and how sales presentations can add strategic value to the service marketing mix. This paper reviews the literature on the role of sales presentations in relation to trust, relationship development, and communication theory and suggests that sales presentations may be used as a strategic tool for developing customer relationships.

(Is this item miscategorized? Does it need more tags? Let us know.)

Format: PDF | Size: 253KB | Date: Oct 2005 | Pages: 13

Top results from Presentations

White Paper Online IT Training Company Deploys Web Conferencing Service, Saves Time and Money
White Paper Social CRM Comes of Age
Webcast Live Webcast: Haunted by Symantec Ghost? Learn About a New and Superior Approach
Presentation IBM Lotus Sametime Demo: Real-time. Right Now.
White Paper Be there without going there: Web conferencing speeds connections without the costs of travel

» View all Presentations listings

advertisement
advertisement
  • Click Here
  • Click Here
  • Click Here
advertisement

Returning users: Log In Here!

Already registered on BNET, TechRepublic, or ZDNet? Simply log in.

Free Membership: Sign Up Now!

Sign up for a free membership today and get instant and unlimited access to one of the largest databases of white papers, webcasts, and casestudies anywhere. Your FREE membership allows you to:

  • Download an unlimited amount of content, including classic and current white papers, case studies, webcasts and more
  • Track content on your chosen topics of interest
  • Receive targeted email alerts when your favorite content is added
  • Save content for future reading
  • Receive our member newsletter

When you register to access this directory, you become a member of BNET. In addition, you allow us to share your information with companies that produce products or services featured in the library--so that such companies may contact you with information and offers regarding their products and services. This enables us to keep the library a free service. As a directory registrant, you will receive a complimentary subscription to the BNET member newsletter, The BNET Report. You can unsubscribe from this newsletter at any time. By clicking the Sign up button, you indicate that you agree to our Terms and Conditions and have read and understand our Privacy Policy (updated).