Psychological factors in the sales interview

Abstract

In this study four contrasting methods of selling were used by one salesman (experimenter) upon the prospects (subjects) in an experiment simulating a sales interview. The methods were: (1) a demonstration versus an oral elaboration; (2) presentation of facts versus short-circuit appeals; (3) a breezy versus a dignified approach; and (4) a domineering versus a friendly approach. The relative effectiveness of the contrasting members of each method was judged by a rating scale executed both by the salesman and the customer immediately after the interview. Results indicated that the demonstration, factual, and friendly approaches were superior to their respective opposites, but that there was no significant difference between the breezy and dignified approaches. (PsycInfo Database Record (c) 2025 APA, all rights reserved)