目录 1.Executive Summary
2.Developing a relationship strategy with the customer.
3.Acquiring Knowledge on the company, the product and the competition.
4.Developing an understanding of buyer behavior
5.Developing a prospect base
6.Developing Six-step Presentation Plan
7.Developing a relationship strategy with customers
8.High commission rewarded
9.Understandings of customers’ buying behaviors
Conclusion 参考资料 1.www.iflyswa.com
2.F. Robert Dwyer, Baylor F. Tanner, Jr. Second edition of ‘Business Marketing’, Connecting Strategy, Relationships, and Learning.
3.F. Robert Dwyer, Paul H. Schurr, and Sejo Oh, “Developing Buyer-seller Relationship,” Journal of Marketing 52 (April 1987).

This is a report about personal selling – the art of relationship selling in a business-to-business sales environment and in a business to consumer sales environment. Personal selling is the process of developing customer relationships; discovering customer needs, matching the appropriate products with those needs; and communicating benefits through informing, reminding, or persuading. In order to get better understanding of relationship selling and of the selling process; our group team had interviewed two salespeople: John Tan, a sales coordinator of Southwest Airline, who is selling air tickets at the company branch show room. He is a self-motivated person who says that he has learned a great deal of sales skills since he joined the company. Frank Lee, manager of business plan department at Southwest Airline, dealing with corporate sales, company’s supplier, business alliance and others. This report gives a description of our understanding of how the two sales persons operate those theory we have learned from our textbook. We have also compared and contrast the similarities and differences that exist between the theory and what is being practiced by them.