Trust-based relationship selling : a transformation of the traditional selling process : an honors thesis (HONRS 499)

Abstract

Changes in the business environment over the past twenty years have induced a transformation in professional selling. The traditional transaction focused selling approach has been altered to incorporate relationships. This article emphasizes the vital role that trusts plays in the development of relationships, identifies five trust-builders, explores the new trust-based relationship selling process, and details the benefits of building relationships.