Successful sales in the 21st century require a set of skills and competencies beyond the reputation of the company and products you, as a salesperson, represent. The nature of sales has changed dramatically with the advent of the Internet and the myriad of analytic and research tools available today.

In today’s highly competitive business environment–wherein buyers are under pressure to cut costs and award the lowest bidder–one of the keys to building a long-term relationship with clients is to create a basis of trust between the sales representative and the customer.

Directions:

• Using the information learned in this week’s readings, along with at least one outside source (find it at CSU-Global library!), prepare a 2- to 3-page paper (not including cover page and references, which you must include) in which you describe how a sales representative should go about building and sustaining trust in the buyer-seller relationship.
• Your paper must follow CSU-Global guidelines for APA style, and be concise, professional, and demonstrate knowledge of the concepts presented in this module and course. You will be graded on your adherence to style and good grammar and mechanics.