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In the business-to-business (B2B) market, customers are demanding more. As such, the traditional sales force is changing and evolving. The focus is shifting from tactics to strategy. Continuing with the airport you chose in the Module 5 discussion; if the airport wanted to increase air service either by attracting another airline or by increasing service from the existing airline serving the airport, how would they do it? Your answer should be framed within the six sequential stages of the relationship-building process as related to either an attempt to attract another airline OR an attempt to convince the existing airline to increase service.
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