A marketer wonders aloud why salespeople no longer simply approach their prospects with the direct intention of making a sale, but instead spend time analyzing all their possible needs and desires.Her colleague in the next cubicle thinks about this as well, and they talk.They realize that the answer is because today's salespeople are expected to

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Today's sales environment is focused on building long-term relationships with customers. Salespeople are expected to work closely with customers, understand their needs and difficulties, and assist them in identifying a solution to their problems. They are no longer focusing solely on making the sale, but also on identifying the best solution for their client, which may not necessarily entail making a sale in the short run.

A Marketer Wonders Aloud Why Salespeople No Longer Simply Approach