Some see their role maximizing the sale of their
employer's product. This often leads to the jaundiced view of
salespeople who will sell product without caring whether it is
good for the customer. A more generous way to see this is
that the salesperson is a product advocate. Their job is
to present the products in their best light, it is up to the
customer to determine whether the product is a good fit for
their needs
Some see their role as forming a partnership between
buyer and seller. Their job is to understand the needs of
the customer and the capabilities of the seller's products
- helping the customer choose products that are the right
fit for them even if the customer isn't able to determine
this themselves. The result is a
relationship which is better for the seller in the long term.
Sales commissions fit better with the advocate style
