The Strategic Role of the Salesperson in Established Buyer-Seller Relationships

• 5 April 1997
• journal article
• Published by Taylor & Francis in Journal of Business-to-Business Marketing
• Vol. 3  (3) , 39-78
• https://doi.org/10.1300/j033v03n03_03

Abstract

Keywords

• SALESPERSON
• ESTABLISHED BUYER
• BUYER SELLER
• SELLER RELATIONSHIPS
• STRATEGIC ROLE