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Selling 2

Salesperson's listing ability related to relationship selling

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Selling 2

  1. 1. Help me!!! Help me!!! Would you please help me????? 4/21/2016 Prepared by group 3 1
  2. 2. Empathy to relationship building Empathy Communication Understanding Trust Relationship Empathetic listening 4/21/2016 Prepared by group 3 2
  3. 3. Welcome Salesperson’s listening ability as an antecedent to relationship selling 4/21/2016 Prepared by group 3 3
  4. 4. Group Members 4/21/2016 4 Arna Banerjee 120324 Niaz Bhuian 120354 Priyanka Hui Chowdhury 120316 Memosha Mausak Rahman 120352 Sumona Hossain 120336 Prepared by group 3
  5. 5. Relationship selling  Positively related with listing  Creates trust  Builds up long term relationship  Mediates sales performance 4/21/2016 Prepared by group 3 5
  6. 6. 4/21/2016 Prepared by group 3 6 Excellent verbal communic ation skills Excellent non- verbal communic ation skills Excellent listening skills Productive relationship with customer
  7. 7. 4/21/2016 Prepared by group 3 7 • Sensations are received by the ear and transmitted to the brain Hearing • Interpreting and understanding the significance of the sensory process Listening Hearing vs. Listening
  8. 8. 4/21/2016 Prepared by group 3 8 How can one listen with empathy?
  9. 9. 4/21/2016 Prepared by group 3 9 Listen carefully with an open mind Build positive surroundings
  10. 10. 4/21/2016 Prepared by group 3 10 Always have a listening posture Don’t change the subject by interrupting the speaker
  11. 11. Dimensions 4/21/2016 Prepared by group 3 11 AEL Sensing Processing Responding
  12. 12. 4/21/2016 Prepared by group 3 12
  13. 13. 4/21/2016 Prepared by group 3 13 TRUST
  14. 14. 4/21/2016 Prepared by group 3 14 Builds Respect Benefits Reduce Tension Release Emotions Solves Problem
  15. 15. Sample - Survey sent to 2,500 salespeople - 81% male, 65.7 % involved in B2B sales, 24% resellers - 8.2% Response rate - Salespeople involved in both long- term and short -term relationship 4/21/2016 Prepared by group 3 15
  16. 16. Measures - Likert type seven point scales - Two step procedure - The active empathetic scale - Williams and Attaway scale - Ganesan’s instrument 4/21/2016 Prepared by group 3 16
  17. 17. Discussions - Positive relation between trust and relationship - Strong relationship between AEL and trust - Trust as an indicator of performance 4/21/2016 Prepared by group 3 17
  18. 18. 4/21/2016 Prepared by group 3 18 Managerial Implication
  19. 19. Limitations… 4/21/2016 Prepared by group 3 19
  20. 20. 4/21/2016 Prepared by group 3 20 The Future
  21. 21. Questions????? 4/21/2016 Prepared by group 3 21

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