You Can't 'Control' the Prospect, so Manage Presale Activities to Increase Performance

Costs can be lowered and productivity boosted for sales personnel by focusing on activities leading up to sales rather than on the sales themselves. Buying behavior is controlled by psychological and physiological needs, so trying to control the behavior of sales prospects in the sales situation is...

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Veröffentlicht in:	Marketing news 1984-03, Vol.18 (6), p.1
1. Verfasser:	Zirpoli, Vincent L
Format:	Artikel
Sprache:	eng
Schlagworte:	Feedback Performance standards Personal selling Sales Salespeople Systems
Online-Zugang:	Volltext
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