Salesmen-customer interaction: An experimental approach
Michael Etgar Ph.D., Arun K. Jain Ph.D., Manoj K. Agarwal Ph.D.
Journal of the Academy of Marketing Science · 1978 · Volume 6 · Issue 1
Abstract
The interaction between customers and salesmen often determines the final outcome of a retail transaction. Salesmen often use various cues about potential customer's byuing intentions in designing their sales presentation strategies. This study examines nonprice aspects of salesmen-customer interaction utilizing an experimental design. The results of the study show that salesmen respond differently to prospects with different characteristics.
Keywords
Personal Selling, Customer Characteristic, Automobile Dealer, Sales Strategy, Sales Presentation
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