The sales introspection technique principles and application

The sales introspection technique principles and application

This paper introduces a training technique that is designed to improve salespersons selling skills through introspection and discovery of success drivers and inhibitors. We present the technique and the theoretical foundations that support it. We also discuss how the technique may be implemented and...

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Veröffentlicht in:Marketing intelligence & planning 2002-06, Vol.20 (3), p.168-173
Hauptverfasser: LaForge, Mary C., Grove, Stephen J., Stone, Louis H.
Format: Artikel
Sprache:eng
Schlagworte:
Effectiveness
Sales
Training
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Beschreibung
Zusammenfassung:This paper introduces a training technique that is designed to improve salespersons selling skills through introspection and discovery of success drivers and inhibitors. We present the technique and the theoretical foundations that support it. We also discuss how the technique may be implemented and provide a case example to demonstrate the application of the training mechanism.
ISSN:0263-4503
DOI:10.1108/02634500210428021