Kendra_Ch22

Relationship Marketing

Rather than focusing on a short-term sale, the sales rep tries to establish a long-term bond with the customers. The sales department works with marketing to use techniques like database marketing, message differentiation to different target markets, and tracking of promotional effects to improve the relationship. If the customer does not trust the salesperson there is no relationship and the sale will focus only on price.

The link I provided states 5 reasons why relationship marketing is important in business.
http://kimgarst.com/5-reasons-why-relationship-marketing-is-important-in-business