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 t...
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Virginia Tech
2014
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| Online Access: | http://hdl.handle.net/10919/26924 http://scholar.lib.vt.edu/theses/available/etd-04172000-15380059/ |