It is very common for sales reps to forge business relationships with their clients. Most sales reps rely on this relationship for future sales and connections.

Watch and read the customer relations information in the “Practice Scenario: Business Analytics to Guide Decision Making” before answering the following questions:

Consider the relationship between Jackie Morgan, the sales rep, and Steve White, the outgoing head of online sales. How does their relationship affect Jackie’s relationship with Tom Oliver, the incoming head of online sales?
When might relational partnerships become potentially dangerous for companies that sell services or products? Should companies encourage salespeople to develop relational partnerships with all accounts? Why or why not?