Relational selling requires a longer-term focus, thus salespeople develop relationships that generate repeated transactions. These relationships require higher levels of trust, since the switching costs are increased due to greater dependence.

Question

Quizplus · Accepted Answer

Relational selling emphasizes building long-term relationships with customers, which involves trust and dependency, leading to repeated transactions and higher switching costs.

Relational Selling Requires a Longer-Term Focus, Thus Salespeople Develop Relationships