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Cognitive Insights into the Highly Skilled or Expert Salesperson
Psychology and Marketing (2006)
  • C. David Shepherd, Georgia Southern University
  • Sarah F. Gardial
  • Michael G. Johnson
  • Joseph O. Rentz
Keywords
  • Cognitive psychology,
  • Highly skilled salesperson,
  • Expert sales person,
  • Verbal protocol analysis,
  • Decision process,
  • Difficult sales,
  • Confidence,
  • Problem solving
Publication Date
February, 2006
Citation Information
C. David Shepherd, Sarah F. Gardial, Michael G. Johnson and Joseph O. Rentz. "Cognitive Insights into the Highly Skilled or Expert Salesperson" Psychology and Marketing Vol. 23 Iss. 2 (2006)
Available at: http://works.bepress.com/c_david_shepherd/21/