The impact of salesperson credibility-building statements on later stages of the sales encounter
Year of publication: |
2014
|
---|---|
Authors: | Arndt, Aaron ; Evans, Kenneth R. ; Landry, Timothy D. ; Mady, Sarah ; Pongpatipat, Chatdanai |
Published in: |
The journal of personal selling & sales management : JPSSM. - Philadelphia, PA : Taylor & Francis Group, LLC, ISSN 0885-3134, ZDB-ID 901152-3. - Vol. 34.2014, 1, p. 19-32
|
Subject: | salesperson credibility | customer objections | expertise | benevolence | Verkaufspersonal | Salespeople | USA | United States | Beziehungsmarketing | Relationship marketing | Verkauf | Selling | Kundenzufriedenheit | Customer satisfaction |
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