search query: @author Hunt, K. / total: 6
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| Author: | Hunt, K. Bashaw, E. |
| Title: | A new classification of sales resistance |
| Journal: | Industrial Marketing Management
1999 : JAN, VOL. 28:1, p. 109-118 |
| Index terms: | INDUSTRIAL MARKETING MANAGEMENT SALES |
| Language: | eng |
| Abstract: | The authors extend the definition of sales resistance to include both objections and counterarguments. A counterargument defers from an objection in that the buyer counterargues to defend a previously established schema about the salesperson, selling company, or product being sold. In addition a previously established schema may exist about the competitor's salesperson, company, or product. These previously established schemata may be positive, negative, or neutral. |
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