{"id":105470,"date":"2021-02-01T17:49:30","date_gmt":"2021-02-01T12:19:30","guid":{"rendered":"https:\/\/www.vskills.in\/certification\/tutorial\/?page_id=105470"},"modified":"2024-04-12T14:28:37","modified_gmt":"2024-04-12T08:58:37","slug":"recent-trends-in-selling","status":"publish","type":"page","link":"https:\/\/www.vskills.in\/certification\/tutorial\/recent-trends-in-selling\/","title":{"rendered":"Recent Trends In Selling"},"content":{"rendered":"\n<p><strong>Relationship selling<\/strong><\/p>\n\n\n\n<p>Regular contacts over an extended period to establish a sustained seller-buyer relationship The success of tomorrow\u2019s marketers depends on the relationships that they build today Relationships are built upon trust.<\/p>\n\n\n\n<p>According to Stephen X. Doyle and George Thomas Roth (\u201cSelling and Sales Management in Action: The Use of insight &amp; Coaching to improve Relationship Selling,\u201d Journal of Personal Selling &amp; Sales Management, winter 1992, p. 62) there are five characteristics of trust-building in salespeople.<\/p>\n\n\n\n<p><strong>&nbsp;Customer Orientation<\/strong> means that the salesperson places as much emphasis on the customer\u2019s interests as on the salesperson\u2019s interests. Presentations balance the pros and cons. The salesperson doesn\u2019t push a product that the buyer doesn\u2019t need.<\/p>\n\n\n\n<p><strong>Competence<\/strong> includes the salesperson\u2019s ability, knowledge, and resources to meet customer expectations. The salesperson displays technical command of products and applications.<\/p>\n\n\n\n<p><strong>Dependability<\/strong> is the predictability of the salesperson\u2019s actions. His or her words and actions are consistent with a professional image.<\/p>\n\n\n\n<p><strong>Candor<\/strong> is the honesty of the spoken word. The proof used to support claims is credible. Subsequent events prove the salesperson\u2019s statements to be true.<\/p>\n\n\n\n<p><strong>Likability<\/strong> is rooted in each party\u2019s perception of \u201chaving something in common\u201d with the other. This is an emotional factor, yet a powerful force in buyer and seller relationships.<\/p>\n\n\n\n<p><strong>Consultative Selling<\/strong><\/p>\n\n\n\n<p>Meeting customer needs by listing to them, understanding \u2014 and caring about \u2014 their problems, paying attention to details, and following through after the sale<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Relationship selling Regular contacts over an extended period to establish a sustained seller-buyer relationship The success of tomorrow\u2019s marketers depends on the relationships that they build today Relationships are built upon trust. According to Stephen X. Doyle and George Thomas Roth (\u201cSelling and Sales Management in Action: The Use of insight &amp; Coaching to improve&#8230;<\/p>\n","protected":false},"author":1,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"footnotes":""},"categories":[],"tags":[],"class_list":["post-105470","page","type-page","status-publish","hentry"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v24.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Recent Trends In Selling - Tutorial<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.vskills.in\/certification\/tutorial\/recent-trends-in-selling\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Recent Trends In Selling - Tutorial\" \/>\n<meta property=\"og:description\" content=\"Relationship selling Regular contacts over an extended period to establish a sustained seller-buyer relationship The success of tomorrow\u2019s marketers depends on the relationships that they build today Relationships are built upon trust. 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