All sales at its core is based, at least in part, on relationship selling. If customers don’t trust or like a salesperson, they will buy elsewhere, whether they’re purchasing a pack of gum at a ...

Despite the increased reliance on electronic communication, relationship selling still matters. At a recent NationaLease meeting, Paul C. Darley, president and CEO of W.S. Darley & Co., discussed what ...

My journey in the security industry began in the days of tube cameras, when there were very few women in the market. When I first started, females especially had to know their stuff, and the questions ...

Regarding "Survey shows dealers increasingly worried about the economy," autonews.com, Jan. 29: I have observed many changes over my 40 years as a new-vehicle manager and salesman. Customer fear and ...

Even before Covid-19 radically changed how people do business, the days when building relationships was a primary sales and business development strategy were waning. Looking back as an executive ...