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Type: Conference paper
Title: Interaction between the salesperson and customer: A framework for improving the sales outcome
Author: Hemphill, E.
Dubelaar, C.
Goodman, S.
Geursen, G.
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)
Publisher Place: Online
Issue Date: 2005
Conference Name: American Marketing Association Winter Educators Conference (2005 : San Antonio, USA)
Statement of
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
RMID: 0020096369
Description (link):
Appears in Collections:Business School publications

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