Title
Interaction between the salesperson and customer: A framework for improving the sales outcome
Date of this Version
2-14-2005
Document Type
Conference Paper
Abstract
This paper examines the role of disclosure on agency establishment. Structural Equation Modeling reveals the need for salespeople to reach a level of “rapport” for a phase transition prior to any eventual sale. Reaching this level is a key driver of successful outcomes, rather than the negotiating skills.
COinS
This document is currently not available here.
This document has been peer reviewed.
Publication Details
Published Version.
Hemphill, E., Dubelaar, C., Goodman, S. & Geursen, G. (2005). What gives salespeople their competitive edge? Paper presented at the 2005 American Marketing Association (AMA) winter educators' conference, San Antonio, Texas, United States.
Access the conference proceedings. (Paper pp. 242-252.)
© Copyright the American Marketing Association, 2005.