A Factor Analytic Study of the Personal Selling Process |
| |
| Authors: | Alan J. Dubinsky |
| |
| Affiliation: | Alan J. Dubinsky (Ph.D., University of Minnesota) is an Assistant Professor in the Edwin L. Cox School of Business at Southern Methodist University. Prior to pursuing his graduate work, he was a territory manager for the Burroughs Corporation. |
| |
| Abstract: | AbstractDespite the importance that personal selling plays in the marketing and promotion mixes of many firms, little research interest has focused on the function of personal selling. More specifically, no published empirical research has examined what selling techniques salespeople have in their repertoire. This article systematically describes the selling techniques salespeople use by identifying the underlying dimensions of these techniques. |
| |
| Keywords: | |
|
|
