When the quality of the relationship between the buyer and seller moves toward a strategic partnership, the selling strategy gets more involved than even consultative selling. In strategic-partner selling, both parties invest resources and share their expertise with each other to create solutions that jointly grow one another’s businesses. Schulte, for example, positions himself as a strategic partner to the cardiologists he works with. He tries to become a trusted partner in the patient care process.
You are here
Home » Principles of Marketing » Professional Selling » Customer Relationships and Selling Strategies » Selling Strategies
- Front Matter
- Body Matter
- Back Matter