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Building a Better Buyer-Seller Relationship

Building a Better Buyer-Seller Relationship

Establish partner relationships with your customers.

Author(s): Martha Lagace

Publisher: HBS Working Knowledge

Date of publication: 2003

See this article on the publisher’s site [HBS Working Knowledge]

Synopsis

This article is one of the sources used in Manageris’ synopses:

Selling solutions

Selling solutions

Selling customized solutions rather than finished products--how to modify the behavior of the sales force to adapt to a service strategy?
132b – Synthèse (8 p.) Sales and distribution