Part B:
Written Report with Conclusion/Implications
At the end of one month, select two sales encounters from those in your diary-one encounter that you rated from good to outstanding and one that you rated from poor to terrible. Write a short report comparing the two encounters. Summarize each encounter, assess what went wrong as well as what went right, and develop conclusions and implications for salespeople relevant to relationship selling.
Part C:
Oral Presentation and Discussion
Based on your written report, prepare and deliver an oral presentation to the class. This oral presentation should be informative and emphasize your conclusions and implications for relationship selling.