haku: @author Sharma, A. / yhteensä: 24
viite: 20 / 24
| Tekijä: | Sharma, A. Levy, M. |
| Otsikko: | Categorization of customers by retail salespeople |
| Lehti: | Journal of Retailing
1995 : SPRING, VOL. 71:1, p. 71-82 |
| Asiasana: | RETAILING CUSTOMERS SALES |
| Kieli: | eng |
| Tiivistelmä: | Retailers should be interested in the way their salespeople categorize customers. Salespeople's descriptions of customer categories contain information about the nature os customers and how salespeople sell to customers. Customer category information can be used by retailers to aid in their selling, positioning, and promotion efforts. Using a survey of 229 salespeople from a department store chain, this paper examines two specific issues. The authors examine salespeople's descriptions of the categories of customers and delineate the differences among salespeople based on the manner in which they classify customers. |
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