Ch. 17 - Personal Selling and Sales Management

Relationship selling is a sales practice that involves building, maintaining, and enhancing interaction with customers in order to develop long-term satisfaction through mutually beneficial partnership. Although Coca-cola does not sell directly to the consumers it does have a method in which the company keeps in touch with consumers.this is called identifying the customer relationships. Coca-Cola uses the knowledge management process. the process is learned information from customers is centralized and shared in order to enhance the relationship between the company and consumer. Coca-cola use social media to directly answer questions or problem concerning the product.