The development of customer relationships in sales management and the practice of neuro linsuistic programming (NLP) tecnique as a sales training model

Accepting customers as a value, enpowering customer relations, andcustomer liability are the most important recent developments in marketing.Thus, in marketing a concept as customer relations administration has beenformed.Customer relations administration requires being customer focused andincreasing customer liability activities and these processes do not only covermarketing departments but all activities of the enterprises.The power of marketing people on customers is more than the other staffbecause they face customers more than the others. That is why training of themarketing staff who have the key role in customer relations is a must. With thispurpose many marketing training tecniques are being practiced in Turkey andall over the world. For sure, the effect of marketing people has imposed oncustomers is more important than the number and variety of marketingtraining tecniques. Yet, it is very hard to evaluate the effect of training onmarketing staff.In this study, NLP tecnique has been tested, as a marketing trainingmodel, in developing customer relations. With this purpose after doing aliterature survey, under the light of the collected data a survey on ?marketingpower training needs analysis? and a training course on ?NLP and marketingTecniques? has been carried on with the authorised automotive marketingThe results of the questionairs and training programme has beenanalized statistically.Key World: 1)Customer Relationship Management 2) Sales Management3)Sales Power Training 4)Neuro Linguistik Programming 5) CustomerRelationship