Customer Contact and Sales Conversation

Claus Tintelnot ()

Chapter Chapter 4 in Integrated Product and Sales Management in B2B, 2023, pp 243-303 from Springer

Abstract: Abstract For sales engineers working in field, special or key account sales, sales psychology and an empathy when approaching customers are key to successful selling. Establishing personal contact through customer visits and maintaining customer relationships are critical things to do. However, digital media, touchpoints and online trade fairs make it easier to establish contact and maintain relationships. In B2B business as it depends on technical consulting, personally knowing one’s customers is essential. Once the business relationship has been successfully established, much information can also be digitally exchanged. The internal sales team should also know the customers well. They may not visit the customers themselves, but, if the customer relationship is based on mutual trust, they can take over many service activities.

Date: 2023
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DOI: 10.1007/978-3-658-42227-1_4

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