<![CDATA[Interpersonal communication plays a crucial role in building customer trust, particularly in the business-to-business (B2B) distribution of high-value-investment products. This study aims to analyze how the interpersonal communication strategies employed by the sales staff at PT Mulia Mandiri Supply contribute to building customer trust. This study employs a qualitative method using descriptive analysis techniques. Data were collected through semi-structured interviews, observations, and documentation from five informants selected through purposive sampling, consisting of three sales representatives and two customers of PT Mulia Mandiri Supply. Data analysis was conducted using the Miles and Huberman model through three stages: data reduction, data presentation, and drawing conclusions. The results of the study indicate that sales staff consistently apply the five dimensions of interpersonal communication according to DeVito openness, empathy, a supportive attitude, a positive attitude, and equality in every interaction with customers. The application of these five dimensions contributes to the development of customer trust through three main components, according to Gurviez and Korchia: competence, integrity, and benevolence. This study also found that differences in understanding technical terms and human factors act as barriers that affect the effectiveness of interpersonal communication. The trust that has been established encourages customers to make repeat purchases and provide word-of-mouth recommendations to other customers. This study concludes that interpersonal communication that is open, empathetic, consistent, and customer-need-oriented is a key factor in building customer trust in PT Mulia Mandiri Supply.]]>
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