Authors: Louise Young; Sana Marroun; Susanne Borg
This explorative study examines buyer-seller relationships from the perspective of
salespeople’s interpersonal skills. Reflections from an in-depth case study, supported by a
literature review, on how Neuro-linguistic Programming (NLP) affects salespeople’s
interpersonal skills are presented. A key finding is that NLP is perceived as a driver in
creating long term buyer-seller relationships. It was found that NLP provide knowledge that
has a positive effect on a salesperson’s mental ability, behavioural response, mutual feelings
sensitivity, and thereby the interaction outcome achievability. It is noted that the findings
from this case study are perceived effects of NLP training, but as such they a) provide
valuable in-depth insight into how NLP knowledge influences a person’s interpersonal skills,
b) give food for thought about the potential of NLP for industrial buyer-seller relationships.
Journal: ( – )
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Conference: Glasgow, Scotland (2011)