A relational focus sales-rep needs to be prepared...

A relational focus sales-rep needs to be carefully prepared before arranging and finally implementing a sales meeting with a prospective, target customer. Truly, a relational oriented sales-rep is more of a competent, skilful "social status type" of a business entrepreneur investing on the development and enhancement of Long-Term Relationship Marketing practices (see previous posts). As such, planning, organizing and implementing sales action represent necessary business conditions before the actual implementation of any Marketing / Sales activity. Therefore, we may well say that a sequential Segmentation - Target Marketing - Positioning and at the end of the day Brand development process reflects accuratelly on Relational Personal Selling.

Segmentation - Target Marketing - Positioning - Brand Development.
A relational oriented sales-rep needs to perform systemic archiving.
In this sense, sales-reps need to have a systematic, fully controlled Marketing Management business approach to their carefully selected sales points (for example, clear market segments), customer categories identification (e.g. target groups of interest), areas of focus (e.g. market positioning) using marketing intelligence practices(for example, statistical data, name day calendar, work calendar).

Sales-reps' work organization
Efficiency and effectiveness requires best use of time, money and resources. Thus, a relational oriented sales-rep organizes systematically his/her contacts by:
A) Developing and safeguarding a daily, weekly and monthly program allocating optimum resources in an efficient manner
B) Preparing a competition report in accomplishing demanding sales quotas
C) Preparing a competitive "book" of material containing information that might resolve sales issues during the sales encounter process. For example, product / services brochures, flyers, samples, price lists, competition material, invoices, order sheets.

The actual, core job of a relational oriented sales-rep is to satisfy in parallel- performing on a golden edge - the demanding sales goals' performance along with the development and maintenance of a fruitful, empathetic business relationship with his customers portfolio. This a hard and demanding job approach but it pays in the long run.