BUSINESS‐TO‐BUSINESS: A VALUE‐ADDED SERVICE TO BUILD OPPORTUNITY

Abstract

Utilization of the telephone to add incremental business is now an accepted merchandising approach. What only a few short years ago was viewed as “nuisance calls” has now developed into a second‐level marketing arm at firms and associations across the country. This report overviews this “newest” marketing tool — its roots, structure, pitfalls, and potential.

Citation

Zibrun, S.M. (1987), "BUSINESS‐TO‐BUSINESS: A VALUE‐ADDED SERVICE TO BUILD OPPORTUNITY", Journal of Business & Industrial Marketing, Vol. 2 No. 1, pp. 67-76. https://doi.org/10.1108/eb006020