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| Tekijä: | Meng Leong, S. Busch, P. S. Roedder John, D. |
| Otsikko: | Knowledge bases and salesperson effectiveness : a script-theoretic analysis. |
| Lehti: | Journal of Marketing Research
1989 : MAY, VOL. 26:2, p. 164-178 |
| Asiasana: | SALESMEN JOB PERFORMANCE |
| Kieli: | eng |
| Tiivistelmä: | The relationship between sales effectiveness and sales scripts is examined. Salesperson effectiveness in customer interaction is assessed from a script-theoretic perspective. Two experiments were conducted in a life insurance context. The findings strongly support a relationship between sales performance and the knowledge bases of salespeople. |
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