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Details van artikel 51 van 56 gevonden artikelen
| Titel: |
The Strategic Role of the Salesperson in Established Buyer-Seller Relationships |
| Auteur: |
Biong, Harald Selnes, Fred |
| Verschenen in: |
Journal of business-to-business marketing |
| Paginering: | Jaargang 3 (1997) nr. 3 pagina's 39-78 |
| Jaar: |
1997-04-05 |
| Inhoud: |
When the ordering function is governed by administrative arrangements and sales are regulated by long-term contracts, managers may question the necessity and the tasks of the sales function within established customer relationships. The authors examine three issues related to the role of the salesperson in established industrial buyer-seller relationships: (1) appropriate measures of salesperson performance within a relationship, (2) behaviors and skills affecting salesperson performance, and (3) the effect of salesperson performance on the relationship. The results from a survey of industrial buyers suggest that the salesperson has a significant and substantial effect on relationship continuity. They also show that the salesperson contributes to perceptions of the supplier's reliability and supplier services. The key attributes of an effective salesperson are ability to resolve conflicts, ability to develop a personal relationship with customers, and ability to facilitate exchange of information between the supplier and buyer firms. |
| Uitgever: |
Routledge |
| Bronbestand: |
Elektronische Wetenschappelijke Tijdschriften |
Details van artikel 51 van 56 gevonden artikelen
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