Defense

David A. Monty

Chapter Chapter 14 in Trust-Based Selling, 2015, pp 137-142 from Springer

Abstract: Abstract We have discussed at length how trust progresses through sales cycle. In order to develop this concept, I concentrated on the toughest starting position, when you are new to the account. But, you need to consider trust with existing customers as well. The discussion of the incumbent defending against a new competitor for an account will serve as a good summary of the book.

Keywords: Trust Game; Good Summary; Line Card; Niche Product; Customer Trust (search for similar items in EconPapers)
Date: 2015
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-1-4842-0874-8_14

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DOI: 10.1007/978-1-4842-0874-8_14

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