MKT 504 Lecture Notes - Lecture 2: Rigging

• School: Ryerson University
• Department: Marketing
• Course: MKT 504
• Professor: Daryl D' Souza

Document Summary

Chapter 2 building trust and sales ethics. Report focus on value | ex. Trust the extent of the buyer"s confidence that he or she can rely on the salesperson"s integrity: buyers define trust with terms: openness | dependability | candor | Honest | confidentiality | security | reliability | fairness. Trust is earned when an industrial buyer believes and can rely on a salesperson"s claims or promises when the buyer is dependent on the salesperson"s honest and reliability. Keys to a long term relationship with any client to create a basis of trust between the sales representative and the client organization. Trust is an integral part of the relationship between customers and suppliers and results in increased long-term revenues and profits. Trust is important because a fundamental competitive strategy of growing number of organizations is to build long-term mutually beneficial relationships with their customers. Trust is important to any relationship and how to earn trust expertise |