MKT 504 Chapter Notes - Chapter 2: Price Fixing, Predatory Pricing, Bid Rigging
12 Feb 2019
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Trust: the extent of the buyer"s confidence that he or she can rely on the salesperson"s integrity. Openness: completely free from concealment; exposed to general view or knowledge. Confidentiality: the state of being entrusted with information from a buyer that cannot be shared. Security: the quality of being free from danger. Reliability: consistency of a salesperson over time to do what is right. Expertise: the ability, knowledge, and resources to meet customer expectations. Something given to improve a situation or state for a buyer. Predictability: a salesperson"s behaviour that can be foretold on the basis of observation or experience by a buyer. Customer orientation: the act of salespeople placing as much emphasis on the customer"s interests as their own. Compatibility and likeability: a salesperson"s commonalities with other individuals. Competitor knowledge: knowledge of a competitor"s strengths and weaknesses in the market. Product knowledge: detailed information on the manufacture of a product and knowing whether the company has up- to-date production methods.
