haku: @indexterm Industrial marketing / yhteensä: 439
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| Tekijä: | Hunt, K. Bashaw, E. |
| Otsikko: | A new classification of sales resistance |
| Lehti: | Industrial Marketing Management
1999 : JAN, VOL. 28:1, p. 109-118 |
| Asiasana: | INDUSTRIAL MARKETING MANAGEMENT SALES |
| Kieli: | eng |
| Tiivistelmä: | 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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