A study of the appropriateness of various means of meeting objections by sales representatives
Charles W. Gross D.B.A., Robin T. Peterson Ph.D.
Journal of the Academy of Marketing Science · 1980 · Volume 8 · Issue 1
Abstract
This study examines the conditions under which various methods of answering objections are most effective. In addition, it inquires into the frequency of use of the various methods.
Keywords
Condition Frequency, Sales Representative, Personal Selling, Illinois Institute, Effective Sales
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