Site MapHelpFeedbackIntroduction to Relationship Selling
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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