Salesperson improvisation : an empirical examination of its consequences and boundaries
The received wisdom in industrial selling emphasizes systematic approaches where the typical sales scenario comprises prospecting, pre-approach, approach, presentation, handling objections, closing and follow-up. However, times are changing, making such a systematic approach to selling not always op...
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University of Leeds
2016
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| Online Access: | http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.689253 |