Bill Has Been Selling Vacuum Cleaners Door-To-Door for the Past

Bill has been selling vacuum cleaners door-to-door for the past seven years. Recently he took a new job selling industrial cleaning equipment to large factories and institutions. Bill was assigned a territory that contained 35 accounts with which his company has been doing business for several years. Bill is having trouble adjusting from his role as a traditional salesperson to his role as a relational salesperson. Which of the following best reflects one of the key differences between traditional selling and relational selling that may be causing Bill some adjustment trouble.

A) In his new job, getting orders is not important.
B) The company he is now working for is not concerned about profits.
C) With his new job, Bill has to build and maintain long-term relationships.
D) The customers Bill is now calling on are only concerned about price.
E) All of the above.