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Customer Contact and Sales Conversation

In: Integrated Product and Sales Management in B2B

Author

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  • Claus Tintelnot

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.

Suggested Citation

  • Claus Tintelnot, 2023. "Customer Contact and Sales Conversation," Springer Books, in: Integrated Product and Sales Management in B2B, chapter 0, pages 243-303, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-42227-1_4
    DOI: 10.1007/978-3-658-42227-1_4
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