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It is a salesperson's job to determine what trust attributes are critical to relationship building for a specific buyer. The salesperson does this by: questioning

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It is a salesperson's job to determine what trust attributes are critical to relationship building for a specific buyer. The salesperson does this by: questioning the buyer. using market research data from the Intemet. consulting his of her managens. using the basis of the bargain. using his or her own instincts

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