4.13-4.14 – Building a Clientele
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4.13-4.14 – Building a Clientele

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4.13-4.14 – Building a Clientele

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4.13-4.14 – Building a Clientele


CharacteristicsKnowledgeableFriendlyCourteousHave a Service AttitudeRepeat sales cost less than new customers.

Sales People in Building a Clientele


Selling Recommending ways to save and not overspendReciprocity (mutual exchange)Hurting or eliminating competitionLawsCooling off period allows you to change your mindTying arrangements (forcing you to buy other products that may or may not be related to your initial purchase) it is illegal

Ethics in Building a Clientele


Exclusive dealings reduces competition (you are the only one in the business) .Use company time for company business. Gifts are allowed as long as the fall within the guidelines of the business.

Ethics (continued)


ToolsTeleconferencing Allows for more people to be involved in multiple locationsWeb applications and software allows for people to communicate in other countries in real timeMapping SoftwareHelps businesses match the right salespeople with the best area for potential clients.

Technology in Building a Clientele