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Showing 1 to 2 of 2 for “"Relationship selling"”.
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The impact of relationship selling on the sales force control function.
… and correcting. With the growing importance of relationship selling and key account management it can no longer be assumed that all the sales people will operate at the same hierarchical level within an organisation nor that they will be subject to one and the same control system. Therefore an …
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A Determination of Interpersonal Interaction Expectations in International Buyer-Seller Relationships
Relationship/collaborative selling, as opposed to traditional, transaction oriented selling, stresses the need to form relationships with prospects and customers across all stages of the buyer-seller relationship (Jolson, 1997). The problem is that applying the relationship selling process to all …