Author： LaForge Mary C. Grove Stephen J. Stone Louis H.
Publisher： Emerald Group Publishing Ltd
ISSN： 0263-4503
Source： Marketing Intelligence & Planning, Vol.20, Iss.3, 2002-06, pp. : 168-173
Disclaimer: Any content in publications that violate the sovereignty, the constitution or regulations of the PRC is not accepted or approved by CNPIEC.
Abstract
This paper introduces a training technique that is designed to improve salespersons' selling skills through introspection and discovery of success drivers and inhibitors. We present the technique and the theoretical foundations that support it. We also discuss how the technique may be implemented and provide a case example to demonstrate the application of the training mechanism.
Related content
Access to resources
Recommend
