search query: @author Meng Leong, S. / total: 2
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| Author: | Meng Leong, S. Busch, P. S. Roedder John, D. |
| Title: | Knowledge bases and salesperson effectiveness : a script-theoretic analysis. |
| Journal: | Journal of Marketing Research
1989 : MAY, VOL. 26:2, p. 164-178 |
| Index terms: | SALESMEN JOB PERFORMANCE |
| Language: | eng |
| Abstract: | The relationship between sales effectiveness and sales scripts is examined. Salesperson effectiveness in customer interaction is assessed from a script-theoretic perspective. Two experiments were conducted in a life insurance context. The findings strongly support a relationship between sales performance and the knowledge bases of salespeople. |
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