Relational selling can be more adversarial than cooperative. Price becomes a key consideration-neither the salesperson nor the customer is looking for much beyond the immediate transaction, and issues like service after the sale are relatively less important.

Question

Quizplus · Accepted Answer

Relational selling focuses on building long-term relationships and cooperation between the salesperson and the customer, where service and ongoing interaction are important, rather than just the immediate transaction.

Relational Selling Can Be More Adversarial Than Cooperative