Interaction between the salesperson and customer: A framework for improving the sales outcome
Hemphill, E., Dubelaar, C., Goodman, S. & Geursen, G. (2005). What gives salespeople their competitive edge? Paper presented at the 2005 American Marketing Association (AMA) winter educators' conference, San Antonio, Texas, United States.
Access the conference proceedings. (Paper pp. 242-252.)
© Copyright the American Marketing Association, 2005.
This paper examines the role of disclosure on agency establishment. Structural Equation Modeling reveals the need for salespeople to reach a level of “rapport” for a phase transition prior to any eventual sale. Reaching this level is a key driver of successful outcomes, rather than the negotiating skills.
Elizabeth Hemphill, Chris Dubelaar, Steven Goodman, and Gus Geursen. "Interaction between the salesperson and customer: A framework for improving the sales outcome" Business papers (2005).
Available at: http://works.bepress.com/chris_dubelaar/11
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