title: Industrial buyers' perception of effective selling'.
abstract: The most fundamental aspect of commerce is interaction between buyers and sellers. Accordingly, the psychological study of selling techniques can be considered as old as trade. This study investigated two categories of selling techniques composed of 17 objection-addressing and 13 sale-dosing strategies. Reported are survey responses from 242 industrial buyers, frequent targets of selling techniques, who were asked to identify which technique from each category they associated with salespersons' effective selling behavior.
authors.affiliation: Department of Marketing, School of Business, East Carolina University, Greenville, NC 27858-4353, USA. claxtonr@mail.ecu.edu
authors.forename: R
authors.initials: R
authors.lastname: Claxton
authors.forename: S
authors.initials: S
authors.lastname: DelVecchio
authors.forename: J E
authors.initials: JE
authors.lastname: Zemanek
authors.forename: R P
authors.initials: RP
authors.lastname: McIntyre
mesh_terms: D000328:Adult; D001290:Attitude; D003132:Commerce; D005260:Female; D006801:Humans; D007221:Industry; D008297:Male; D008389:Marketing of Health Services; D008875:Middle Aged