SOCO AND ITS RELATIONSHIP WITH TRUST WITH THE SALESPERSON WITH REFERENCE TO ALLOPATHIC CUSTOMERS IN DIABETIC SPECIALTY

This research study portrays the relationship between Selling Oriented behaviour of the salesperson and Customer Oriented Behaviour of the salespersons towards Trust with the Selling Firm. From this study we found that Salespersons practicing Customer Orientation behaviour is having a positive relationship with trust with the salesperson and the salespersons practicing selling Orientation is not creating Customer's trust. This article will serve the top management of Pharmaceutical companies to think about the importance in creating Customer Oriented Behaviour among sales persons in creating long lasting trust and value.