NLP : the lubricator of buyer-seller relationships?

This exploratory 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 or lubricator in creating long-term buyer-seller relationships. It was found that NLP provides 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 preliminary 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 and their perceptions of these, b) give food for thought about the potential of NLP for industrial buyer-seller relationships.