Cron, William L.; Alavi, Sascha; Habel, Johannes; … - In: Journal of the Academy of Marketing Science 49 (2021) 3, pp. 502-520
On encountering a prospect whom they believe unlikely to make a purchase, some retail salespeople adopt a sales strategy of limiting engagement with the customer, relying on a "no conversion, no conversation" (NC2) sales strategy. Is this a good or bad sales strategy? Based on a multisource...