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Cochran, Daniel S.; Gibson, C. Kendrick – 1981
A review of literature in the sales area reveals that the communication process between salespeople and their customers is a complex one offering a wide range of relationships. To develop a feeling of trust between the two parties, salespeople can use practical communication skills emphasizing their expertness, reliability, and dynamism. Sales…
Descriptors: Communication Skills, Communication (Thought Transfer), Credibility, Interaction Process Analysis
