Abstract
Today’s sales managers are concerned about the characteristic traits that differentiate their most successful salesperson from their least successful. This study investigates the degree to which retail store sales managers rate their most and least successful salespeople based on sales volume and total earnings in the areas of attitude, product knowledge, and selling skills.
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Farah, J.J. (2015). What Makes a Good Salesperson. In: Rogers III, J., Lamb, Jr., C. (eds) Proceedings of the 1983 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-16937-8_78
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DOI: https://doi.org/10.1007/978-3-319-16937-8_78
Publisher Name: Springer, Cham
Print ISBN: 978-3-319-16936-1
Online ISBN: 978-3-319-16937-8
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