How does relationship selling differ from traditional personal selling?

Answer 1

Relationship selling is typically inherent in an integrated marketing approach which focuses not only on selling the service or product but on developing and maintaining a lifelong relationship with the customer as his or her exclusive provider. Traditional personal selling is typically focused on making the sale, moving on to the next prospect, and having other people handle anything beyond the sale.

Relationship selling is characterized by indefinite regular contact with the customer to assure that he or she is continually satisfied with product or service throughout its life and be seen as the exclusive provider for continued business. This can include surveys, face-to-face meetings, phone calls, e-mails, postal mailings, offering discounts or special promotions, providing free samples of new products, and any other contact which keeps the seller's name fresh in the customer's mind at all times.