Sample paper
Professional Selling
- Subject
- Business & Management
- Type
- Paper
- Citation style
- MLA
- Length
- 5 pages
About this sample
The paper contrasts transaction-focused traditional selling with trust-based relationship selling, using car sales and insurance as examples. It then answers a series of bolded prompts on how salespeople earn trust, how buyers evaluate suppliers using the multi-attribute model, and the four steps of active listening. The sections proceed in sequence under headings that restate each question.
- Transaction-focused selling
- Trust-based relationship selling
- Earning customer trust
- Multi-attribute model of evaluation
- Active listening
How it opens
There are various approaches and techniques used in selling, Transaction-focused traditional selling and Trust-based relationship selling are two examples. The traditional approach does not pay much attention to building a long-term intimacy with the consumer as it only focuses on making sales. An example of an instance where this method is used is in car selling. The salesperson in this sector does not care about interacting with customers; their primary objective is to reach certain sales within a month.
On the other hand, Trust-based relationship selling is any sales method that is much interested in the customer-salesperson interaction and relationship rather than the daily sales (Futrell and Valvasori 230). According to this technique, although sales transactions might be necessary, building good relations with customers is equally valuable as it helps in earning customer's loyalty. Products and services that are best suited to this technique are those that depend on repeat business. Therefore most individuals in the martial arts teaching or insurance field opt for this method. For instance, in order for an insurance agent to convince a person to acquire a cover, there must have been a creation of a trust and assurance between them. Also, good relations are essential as once insurance cover is obtained parties involved are prone to be contacting each other occasionally.
The opening section, transcribed from the PDF. The full paper continues below.
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Using an example well
Read it for how the paper is built, not for wording to reuse: how the introduction frames the question, how each paragraph moves from a claim to evidence, and how sources are cited in MLA. Submitting any part of it as your own work would be plagiarism, and it is written for a different brief than yours.
Writing one yourself? Read the guide How to outline a research paper and the MLA format guide.