Personal touch possible in marketing to businesses

Trosino, Leonard J.
October 1985
Marketing News;10/25/1985, Vol. 19 Issue 22, p19
Trade Publication
The article stresses the significance of personal approach to selling as the differentiating factor between consumer and business marketing in the U.S. The goal of the selling segment of business marketing is to create a direct information exchange between seller and buyer to determine the customer's specific needs. Customer feedback gets increased attention in the sector. The marketing department should encourage top management to develop personal relationship involved with customers.


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