Salesperson's Role in Water-Treatment Industry

This study seeks to address the issues in managing buyer-seller relationships specifically through the understanding the role of salesperson in the relationship-marketing context where value-adding service is highly expected from salesperson. A framework incorporating the constructs of Water- is proposed. The proposed framework is supported by a survey consisting of questions for customers' perception about the above constructs. The survey was distributed to water-treatment equipment buyers who have their suppliers in China. This industry was selected for the research due to the service nature of salesperson in the buying process, requiring intensive technical and market knowledge, and the customers' expectation of salesperson as consultant and partner for their solutions.