search query: @author Szymanski, D. / total: 2
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| Author: | Szymanski, D. Churchill, G. |
| Title: | Client Evaluation Cues: A Comparison of Successful and Unsuccessful Salespeople |
| Journal: | Journal of Marketing Research
1990 : MAY, VOL. 27, p.163-174 |
| Index terms: | SALESMEN CONSUMER BEHAVIOUR PERFORMANCE APPRAISAL |
| Language: | eng |
| Abstract: | Most salespeople try to identify potential purchasers of a product by using evaluation cues stored in memory to classify sales loads. It is examined whether there are differences in the properties of the evaluation cues that successful and unsuccessful salespeople have available for evaluating prospects. |
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