A Summary
  • David A. Monty


We have discussed at length how trust progresses through sales cycle. In order to develop this concept, I concentrated on the toughest starting position, when you are new to the account. But, you need to consider trust with existing customers as well. The discussion of the incumbent defending against a new competitor for an account will serve as a good summary of the book.


Trust Game Good Summary Line Card Niche Product Customer Trust 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.

Copyright information

© David A. Monty 2015

Authors and Affiliations

  • David A. Monty
    • 1
  1. 1.NCUS

Personalised recommendations