A behavioral science approach to effective sales presentations
Thomas T. Ivy Ph.D., Louis E. Boone Ph.D.
Journal of the Academy of Marketing Science · 1976 · Volume 4 · Issue 1
Abstract
This paper has identified and briefly described a number of verbal behaviors which the salesman can use in the initial contact phase of the sales interview. The initial contact phase of selling is made more effective by using a combination of the responses described in the literature of the behavioral sciences. Experienced and neophyte salesmen can learn these behaviors with brief training using the materials presented here in a role playing situation. Such training should increase their effectiveness in the selling situation.
Keywords
Verbal Behavior, Prospect Statement, Open Invitation, Evaluative Question, Employee Demand
Enable JavaScript for citation tools and additional paper interactions.