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|Title:||Interaction between the salesperson and customer: A framework for improving the sales outcome|
|Citation:||American Marketing Association Winter Educators Conference, Marketing Theory and Applications, Proceedings 2005 / K. Seiders and G. Voss (eds.): pp.242-252|
|Publisher:||American Marketing Association (AMA)|
|Conference Name:||American Marketing Association Winter Educators Conference (2005 : San Antonio, USA)|
|Elizabeth Hemphill, Chris Dubelaar, Steven Goodman and Gus Geursen|
|Abstract:||This paper examines the role of disclosure on agency establishment. Structural Equation Modeling reveals the need for salespeople to reach a level of “rapport” for a phase transition prior to any eventual sale. Reaching this level is a key driver of successful outcomes, rather than the negotiating skills.|
|Rights:||Copyright © 2010 MarketingPower|
|Appears in Collections:||Business School publications|
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