Workplace spirituality at individual level and relational selling behaviours

Abstract

The competitiveness in the world of business is rising rapidly on a regular basis. In every industry, the number of players is increasing and it has become all more difficult to differentiate one offering from the other. The competitiveness of present day markets is further increased by the nature of customers - hardheaded, sophisticated and discriminating. Even with the onetime transaction oriented customers in professional sales, the high pressure selling approaches no longer seem workable. As the marketplace is getting more competitive and customers are tending towards rational buying, the emphasis in sales is moving towards relational selling which is customer-friendly compared to traditional selling and can better serve the mutual interest of customers and salespersons. The present study attempts to examine whether spirituality....