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

Masako Itoh; Kenji Hirata; Makoto Matsuo; Takashi Kusumi

doi:10.11499/sicep.2002.0.365.0

SICE Annual Conference 2002

DOI https://doi.org/10.11499/sicep.2002.0.365.0

会議情報

主催: The Society of Instrument and Control Engineers

共催: IEEE/Industiral Electronic Society, IEEE/Robotics and Automation Society, IEEE/Control System Society

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

—How superior salespeople generate interaction with their client?—

Masako Itoh, Kenji Hirata, Makoto Matsuo, Takashi Kusumi

著者情報

キーワード: successful practices in sales, intelligence in a social context, interaction-focus approach

会議録・要旨集フリー

p. 365

詳細

抄録

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.

責任著者(Corresponding author)

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