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Are Salespeople Relationship Oriented And Do They Need To Be A Study Based on the New Zealand Wine Industry

Are Salespeople Relationship Oriented And Do They Need To Be A Study Based on the New Zealand... Despite the important role of salespeople in forming relationships with customers, little research has been carried out in this area. Based upon a series of interviews and a largescale survey of salespeople in the New Zealand wine industry this paper argues that the role of salespeople is vital in forming longterm relationships with retailers and distributors. The paper examines, in detail, strategies used by salespeople to create and maintain relationships, avoid the loss of key accounts and the support that an organisation can provide to assist salespeople in this area. Results highlight the importance of constant calls, communication, product support and partnering in forming relationships with customers. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png International Journal of Wine Marketing Emerald Publishing

Are Salespeople Relationship Oriented And Do They Need To Be A Study Based on the New Zealand Wine Industry

International Journal of Wine Marketing , Volume 11 (1): 18 – Jan 1, 1999

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Publisher
Emerald Publishing
Copyright
Copyright © Emerald Group Publishing Limited
ISSN
0954-7541
DOI
10.1108/eb008690
Publisher site
See Article on Publisher Site

Abstract

Despite the important role of salespeople in forming relationships with customers, little research has been carried out in this area. Based upon a series of interviews and a largescale survey of salespeople in the New Zealand wine industry this paper argues that the role of salespeople is vital in forming longterm relationships with retailers and distributors. The paper examines, in detail, strategies used by salespeople to create and maintain relationships, avoid the loss of key accounts and the support that an organisation can provide to assist salespeople in this area. Results highlight the importance of constant calls, communication, product support and partnering in forming relationships with customers.

Journal

International Journal of Wine MarketingEmerald Publishing

Published: Jan 1, 1999

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