http://blogs.hbr.org/cs/2011/09/selling_is_not_about_relatio.html#.Toi7p0y_A0g.email
This was a very eye opening article. I was always under the impression that relationships made sales, but the study done by HBR proves that to be wrong. They conclude that in this economic recession that the sales rep that challenges the customer wins more sales and the relationship developer salles rep loses sales. I will look for further updates on this study. I wonder if where this is headed is that one approach does not always win and that the best sales rep needs to be adapatable to the economic conditions facing their customers.
It all depends. What I find a great deal on the part is that purchasing manager and buyers want a competent and knowledgeable sales rep. There is not question is but they will shop around for someone to buy the same good at a cheaper price. Being a consultant, I have seen it where I recommend goods and then they would go to another group (who did nothing but offer a lower price point) to buy the goods. I find it a bit insulting but it is the nature of the business. If you were niche client, you could do that because you are specialized and fewer player. At the end, the purchasing manager and buyer needs to know value. That is the most important thing.. That is why companies are called VARs.
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