search query: @author Creyer, E. / total: 3
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| Author: | Creyer, E. Ross, W. Jr. |
| Title: | Salesperson impression and strategy formation |
| Journal: | Marketing Letters
1994 : JUL, VOL. 5:3, p. 225-234 |
| Index terms: | MARKETING SALESMEN STRATEGY |
| Language: | eng |
| Abstract: | Personal selling is one of the most expensive, and for many companies, on of the most important elements of the marketing mix. Salesperson adaptivity is an especially important element of salesperson performance. The purpose of this research was to explore factors that may influence salesperson's adaptivity during the impression-formation and strategy-formulation stages of the selling process. The present research uses a popular model of selling called ISTEA. |
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