The questions below encourage you to apply the principles of relationship selling to the HR function.

Questions 

1. Your first task is to find an article, book, video or podcast on relationship selling. Write a summary list of points you have learned from your source, no more than one side of A4. Focus on what relationship selling is, and on which actions/words lead to successful relationship selling. You might also want to note things to avoid.

2. Now think about the HR function and what you have learned in this chapter. Make a list of the people/groups that HR need to sell themselves and their services to.

3. Next write a list of what it is that the HR function is selling within the organisation to each of the people/groups you have just identified.

4. How would you apply what you have learned about relationship selling to at least five different situations where the HR function is selling itself and what it can offer to others in the organisation.