five trust building blocks

 
 
model's image

characteristics

author:
Georges, Laurent and Guenzi, Paolo
country:
France
period:
2005
type:
model
role:
consultant, change agent and coach
activity:
analyse, design and reflect
topic:
marketing & sales
abstr. level:
group
perspective:
learning
status:
under review
module:
personal selling
comments:
0
 

description:

In 1999, Swan, Bowers and Richardson conducted a comprehensive study of the drivers of trust in the sales process. Trust drives the development of long-term relationships in personal sales processes and is the key to moving from a short-term, transaction-base toward a long-term, relationship-based interaction between buyer and seller. Trust reflects reliance on mutual willingness and confidence. T...

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