All sales at its core is based, at least in part, on relationship selling. If customers don’t trust or like a salesperson, they will buy elsewhere, whether they’re purchasing a pack of gum at a ...

Relationship selling, or selling based purely on personal relationships, is powerful because it can’t be easily reproduced or mechanized. It requires a unique skill set and allows reps a high degree ...

Despite the increased reliance on electronic communication, relationship selling still matters. At a recent NationaLease meeting, Paul C. Darley, president and CEO of W.S. Darley & Co., discussed what ...

Regarding "Survey shows dealers increasingly worried about the economy," autonews.com, Jan. 29: I have observed many changes over my 40 years as a new-vehicle manager and salesman. Customer fear and ...

My journey in the security industry began in the days of tube cameras, when there were very few women in the market. When I first started, females especially had to know their stuff, and the questions ...

Even before Covid-19 radically changed how people do business, the days when building relationships was a primary sales and business development strategy were waning. Looking back as an executive ...

Purdue University is offering two new online programs in professional selling: a Professional Selling Certificate and a Virtual Selling Microcourse. Both programs are designed for sales professionals ...