Title: Describe the role of relationship building in effective selling.
Course: Opportunities in Global Trade (12056-I) > Section: Understanding Promotion in the International Marketing Plan

Description should include a definition of relationship marketing, examples of relationship-building activities, and an explanation of why customer loyalty is important for companies. Relationships can be built through effective practice of the selling process steps (i.e., pre-approach, approach, questioning, presentation, objections, close, follow-up).

Process/Skill Questions:

- What is relationship building?
- What are examples of relationship-building activities in the domestic marketplace? In the global marketplace?
- Why it is important for businesses to keep their existing customers?
- Why is it important to understand local customs when building relationships?
- What should a company do to maintain selling relationships under political duress or change?