Relationship Selling

1. Relationship Selling

2. What do you see ?

3. Relationships
• Family
• Friends
• Relatives

4. Defnition
• Relationship marketing is the practice of
building long-term satisfying relations with
key parties ( customers, suppliers, distributors)
in order to retain their long-term preference
and business

5. Why Relationship Selling ?

6. 4 Era’s of Marketing/Selling

7. Why Relationship Selling ?
• The rise of Service Sector
• Reduces Cost
• Easier Up selling & Cross selling
• Word of Mouth Publicity

8. Levels of Relationship
Marketing/Selling
1. Basic Marketing
2. Accountable Marketing
3. Proactive Marketing
4. Partnership Marketing

9. Steps in Relationship Selling

10. Strategies for Relationship Selling
• Affinity Programs –Based on common Interest
eg. Credit Card
• Frequency Marketing-eg. Frequent Flyer
Programs, Club cards
• Database Marketing- Using data analytics to
identify and market target audience

11. Thank You