• DocumentCode
    393812
  • Title

    Intelligence in sales: How superior salespeople generate interaction with their client?

  • Author

    Itoh, Masako ; Hirata, Kenji ; Matsuo, Makoto ; Kusumi, Takashi

  • Author_Institution
    HIT Centre, NTT-AT, Kanagawa, Japan
  • Volume
    3
  • fYear
    2002
  • fDate
    5-7 Aug. 2002
  • Firstpage
    1651
  • Abstract
    Successful sales practices were experimentally examined by focusing on the interactions of salesperson with a client. Twenty superior and average salespeople watched a training video and indicated what they would have done in unsuccessful scenes. We found that successful practices strengthen the process whereby the client and salesperson collaborate to find goals to satisfy rather than exchanging needs and solutions.
  • Keywords
    behavioural sciences; cognitive systems; sales management; client interaction; sales intelligence; salesmen; salespeople; training video; Collaboration; Employment; Human resource management; Knowledge management; Layout; Management training; Marketing and sales; Meeting planning; Proposals; Psychology;
  • fLanguage
    English
  • Publisher
    ieee
  • Conference_Titel
    SICE 2002. Proceedings of the 41st SICE Annual Conference
  • Print_ISBN
    0-7803-7631-5
  • Type

    conf

  • DOI
    10.1109/SICE.2002.1196562
  • Filename
    1196562
    • Link To Document
    https://search.isc.ac/dl/search/defaultta.aspx?DTC=49&DC=393812