| Author: | Peterson, R. M. Lucas, G. H. |
| Title: | What Buyers Want Most from Salespeople: A View from the Senior Level |
| Journal: | Business Horizons
2001 : SEP-OCT, VOL. 44:5, p. 39-45 |
| Index terms: | SALESPEOPLE HUMAN RESOURCE MANAGEMENT CONSUMERS SELLING |
| Language: | eng |
| Abstract: | The subjects of this paper are sales personnel, consumers and selling attitudes. In this paper the authors discuss the results of a study which interviewed industrial customers of a large insurance brokerage company in North America, regarding their preferences for salespeople. The authors demonstrate the conventional approach to sales and provide an overview of the selling characteristics preferred by the respondents. The paper also pays an attention to significance of partnership selling. The authors state that particularly in partnership selling, it all boils down to five basic characteristics. The paper provides a substantial list of references on this subject. |
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