In the competitive market environment of today, customers are more sophisticated and consumer preferences have shifted to a more demanding scheme, requiring consumer needs to be met immediately and successfully. As a result, the job of the salespeople has become increasingly demanding requiring them, not only to continually building a rapport with their customers, but also to continually expanding their network of contacts. In this context, networking is an effective method for salespeople to increase their credibility, and, most importantly, to boost their sales and profitability.

Effective networking is not as straightforward as it may sound. Although for an experienced salesman it would be relatively easy, there are several strategies that should be implemented in order to gain the trust of customers and consequently getting referrals.

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