| Introduction to Relationship Selling
After reading this chapter, you should be able to - Identify and define the concept of relationship selling.
- Understand the importance of a firm being customer-centric.
- Explain why value is a central theme in relationship selling.
- Identify the processes involved in relationship selling.
- Identify the elements in managing relationship selling.
- Discuss and give examples of the components of the external and internal environment for relationship selling.
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