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| Author: | Clark, C. Pinch, T. |
| Title: | Recontextualising sales resistance: a response to Hunt and Bashaw |
| Journal: | Industrial Marketing Management
2001 : NOV, VOL. 30:8, p. 637-643 |
| Index terms: | INDUSTRIAL MARKETING SALES |
| Freeterms: | RESISTANCE |
| Language: | eng |
| Abstract: | This paper evaluates Hunt and Bashaw's two-dimensional classification of sales resistance into "objections" and "counterarguments". The authors use data of real-life selling encounters to show that there often is an "implicit" phase of sales resistance that problematizes both the distinction and the effectiveness of Hunt and Bashaw's analysis of objections and counterarguments. |
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