search query: @freeterm PSYCHOLOGIE / total: 6
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| Author: | Hawes, J. M. Strong, J. T. Winick, B. S. |
| Title: | Do closing techniques diminish prospect trust? |
| Journal: | Industrial Marketing Management
1996 : SEP, VOL. 25:5, p. 349-360 |
| Index terms: | |
| Freeterms: | VERKAUFSABTEILUNG, VERKAUFSFÖRDERUNG, PSYCHOLOGIE |
| Language: | eng |
| Abstract: | Industrial sales practitioners have long recognized the importance of salesperson persuasiveness and specifically the ability to close the sale, but researchers have not extensively investigated persuasion in personal selling. Almost all of the articles that have addressed closing techniques have been conceptual rather than empirical. The purpose of the present study was to test empirically the impact of various closing techniques on prospect trust toward the industrial salesperson. |
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