The Strategic Role of the Salesperson in Established Buyer-Seller Relationships (original) (raw)

Journal of Business-to-Business Marketing, 1997

Fred Selnes

Abstract

... on the argu-mentation that within relationships the salesperson should be a relation-ship manager, a coordinator (O'Neal 1989), and ... form of money in exchange for products or services, access to markets, and competence that may enhance innovation (Buchanan 1992; Heide ...

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