Consider the three basic relationship types described in the chapter: market exchanges (transactional), functional relationships, and strategic
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Consider the three basic relationship types described in the chapter: market exchanges (transactional), functional relationships, and strategic partnerships. For each, provide an example of a different sales organization that you believe does a good job with that particular relationship type. What evidence do you have that each is successful?
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Related Book For
Sales Force Management Leadership Innovation Technology
ISBN: 9781138951723
12th Edition
Authors: Mark W. Johnston, Greg W. Marshall
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