Rapport building in authentic B2B sales interaction

Article (Web of Science)

• cited authors: Kaski, Timo; Niemi, Jarkko; Pullins, Ellen
• authors: Pullins, Ellen M
• publication date: February 1, 2018
• webpage: Web of Science
• published in: INDUSTRIAL MARKETING MANAGEMENT Journal

author keyword

• Business-to-business
• Buyer-seller interactions
• Rapport building
• Relationship marketing
• Sales interaction
• Sales skills

• category: MANAGEMENT Category
• start page: 235
• end page: 252
• volume: 69