search query: @indexterm SALESPEOPLE / total: 142
reference: 23 / 142
| Author: | Turley, D. Geiger, S. |
| Title: | Exploring salesperson learning in the client relationship nexus |
| Journal: | Eupopean Journal of Marketing
2006 : VOL. 40:5/6, p.662-681 |
| Index terms: | salespeople learning |
| Freeterms: | client relationships |
| Language: | eng |
| Abstract: | The aim of this paper is to investigate the characteristics of salesperson learning within client relationships and to increase the discussion of the nature of learning and knowledge in sales and marketing. Salesperson learning in a relational context is investigated through a grounded theory approach. The findings show the antecedents of learning and that salesperson relational learning is personal, that it occurs in action, that it is contextual, natural, open-ended, and often unconscious. A framework of salesperson relational learning is then proposed. |
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