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Articles (76)

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1-10 of 76 results for sales encounter

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Select article: When Should the Customer Really be King? On the Optimum Level of Salesperson Customer Orientation in Sales Encounters

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Research article

First published 2011-3

When Should the Customer Really be King? On the Optimum Level of Salesperson Customer Orientation in Sales Encounters

Christian Homburg, Michael Müller, Martin Klarmann

Journal of Marketing

Select article: How First Impressions of a Customer Impact Effectiveness in an Initial Sales Encounter

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Research article

First published 2000-10

How First Impressions of a Customer Impact Effectiveness in an Initial Sales Encounter

Kenneth R. Evans, Robert E. Kleine, Timothy D. Landry [...]

Journal of the Academy of Marketing Science

Select article: Managing prospect affiliation and rapport in real-life sales encounters

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Other

First published 2003-02

Managing prospect affiliation and rapport in real-life sales encounters

Colin Clark, Paul Drew, Trevor Pinch

Discourse Studies

Select article: Sales Call Anxiety: Exploring What it Means When Fear Rules a Sales Encounter

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Research article

First published 2000-7

Sales Call Anxiety: Exploring What it Means When Fear Rules a Sales Encounter

Willem Verbeke, Richard P. Bagozzi

Journal of Marketing

Select article: Gift giving in mass consumption markets

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Research article

First published 2017-1

Gift giving in mass consumption markets

Asaf Darr

Current Sociology

Select article: Money talks: Customer-initiated price negotiation in business-to-business sales interaction

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Research article

First published 2019-2

Money talks: Customer-initiated price negotiation in business-to-business sales interaction

Jarkko Niemi, Linda Hirvonen

Discourse & Communication

Select article: Attributions and Behavioral Intentions of Inexperienced Salespersons to Failure: An Empirical Investigation

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Other

First published 2003-10

Attributions and Behavioral Intentions of Inexperienced Salespersons to Failure: An Empirical Investigation

Andrea L. Dixon, Rosann L. Spiro, Lukas P. Forbes

Journal of the Academy of Marketing Science

Select article: Infusing Practical Wisdom into Persuasive Performance: Hermeneutics and the Teaching of Sales Proposal Writing

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Research article

First published 1991-4

Infusing Practical Wisdom into Persuasive Performance: Hermeneutics and the Teaching of Sales Proposal Writing

Linda LaDuc

Journal of Technical Writing and Communication

Select article: A Practical Approach to Sales Force Compensation Plan in a Small Business

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Research article

First published 1996-09

A Practical Approach to Sales Force Compensation Plan in a Small Business

Wei-Tzen Yang, Chang-Min Kuo

The Journal of Entrepreneurship

Select article: A Short Measure of Perceived Empathy

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Research article

First published 1996-12

A Short Measure of Perceived Empathy

Richard E. Plank, Ann P. Minton, David A. Reid

Psychological Reports

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