Abstract
This paper presents the results of a large-scale qualitative study exploring what sales people actually do in live sales meetings. The findings show that sales people spend too much time talking and demonstrate poor listening, value discussing, and negotiating skills, suggesting the need for a different emphasis in sales training.
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© 2015 Academy of Marketing Science
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Davies, I.A., Meunier-FitzHugh, K.L., Ryals, L.J. (2015). What Sales People do: Observations of Successful Behaviors in Live Sales Meetings. In: Robinson, Jr., L. (eds) Proceedings of the 2009 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-10864-3_63
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DOI: https://doi.org/10.1007/978-3-319-10864-3_63
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Publisher Name: Springer, Cham
Print ISBN: 978-3-319-10863-6
Online ISBN: 978-3-319-10864-3
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