What national account decision makers would tell salespeople about building relationships

What national account decision makers would tell salespeople about building relationships Examines the responses of national account decision makers to open‐ended questions asking for their views on what salespeople need to do to build relationships, and categorizes the results. Eight categories of responses were found. These categories address a number of salesperson behaviors and attitudes ‐ some of which have not been empirically examined in the sales literature. Based on the findings of this study, presents managerial and theoretical implications of these results and implications for future research into buyer‐seller relationships. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Business & Industrial Marketing Emerald Publishing

What national account decision makers would tell salespeople about building relationships

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Publisher
Emerald Publishing
Copyright
Copyright © 1996 MCB UP Ltd. All rights reserved.
ISSN
0885-8624
DOI
10.1108/08858629610117134
Publisher site
See Article on Publisher Site

Abstract

Examines the responses of national account decision makers to open‐ended questions asking for their views on what salespeople need to do to build relationships, and categorizes the results. Eight categories of responses were found. These categories address a number of salesperson behaviors and attitudes ‐ some of which have not been empirically examined in the sales literature. Based on the findings of this study, presents managerial and theoretical implications of these results and implications for future research into buyer‐seller relationships.

Journal

Journal of Business & Industrial MarketingEmerald Publishing

Published: Apr 1, 1996

Keywords: Buyer‐seller relationship; Decision making; Salesforce

References

  • Revitalizing your national account marketing program: The NAM audit
    Boles, J.S.; Pilling, B.K.; Goodwyn, G.
  • Developing buyer‐seller relationships
    Dwyer, F. R.; Schurr, P.H.; Oh, S.

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