Abstract
Earning the buyer's trust is a prerequisite for success in selling industrial goods. This paper examines the process of earning the buyer's trust and suggests that demonstrating truthfulness, providing benevolent service, and establishing credibility are fundamental attributes which the industrial sales person must demonstrate to potential customers.
Full Text 
Sign-in/Register to access full text options
Sign-in/Register to access full text options 
Paper version not known
Talk to us
Join us for a 30 min session where you can share your feedback and ask us any queries you have
Schedule a call
