When practicing relationship marketing,a selling firm typically

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Relationship marketing emphasizes building long-term relationships with customers and providing value beyond just the initial sale. To do this effectively, a selling firm needs a sales force that is skilled in creatively solving customer problems and responding to their needs. Limiting the authority of salespeople or emphasizing competition among them would not be conducive to building strong customer relationships. Soliciting input from customers can be helpful, but it is not necessarily the defining characteristic of relationship marketing. And while negotiating a fair and reasonable price is important, relationship marketing is more focused on creating value for customers than on maximizing profits.

When Practicing Relationship Marketing,a Selling Firm Typically