Relationship-Building and Sales Success: Are Climate and Leadership Key?

摘要

Success in sales is often attributed to the personal characteristics of salespersons. We often hear cliches (such as "he is a natural" or "she can sell you anything") precede a description of the ways salespeople establish rapport with clients and obtain outstanding results for their companies. Novice salespersons who lack experience but show potential often can participate in training programs inside and outside of the company. Armed with such training,' companies hope that their salespeople will be better able to produce the customer-oriented relationships that they crave.