Customer relationships.



Developing and expanding customer relationships is a major theme in your textbook and an important sales principle that often leads to increased sales and greater customer satisfaction.

  • Explain in detail how favorable customer relationships are developed and how they may lead to increased sales. Provide an example of 2 businesses (that buy/sell from one another) that you are familiar with who appear to enjoy favorable relationships with one another.
  • Explain the concept of CRM and why it is an important tool that many businesses have come to depend upon.
  • Using the Internet or other research resources, identify 2 commercially available CRM products/services and detail the common characteristics of the 2. What are the differences between the 2? From your research, is 1 more preferable to the other? Why?

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