The Honesty of the Technical Salesman
Abstract
The Buyer's Risk In placing an order with a “new” supplier the buyer in the industrial organisation is well aware that the relationship thus created is one which may continue for a considerable period of time—for at least the period of the contract. It is important that the relationship is a “good” one. Failure on the part of the supplier in any aspect, e.g. quality reliability, delivery reliability or technical performance reflects on the buyer's professional judgement, in addition to increasing the risk of financial loss which can accrue to the organisation.
Citation
Dixon, J.D. and James, B.G.S. (1984), "The Honesty of the Technical Salesman", Management Decision, Vol. 22 No. 6, pp. 47-52. https://doi.org/10.1108/eb001367
Publisher
:MCB UP Ltd
Copyright © 1984, MCB UP Limited