Key points are not available for this paper at this time.
AbstractDespite the importance that personal selling plays in the marketing and promotion mixes of many firms, little research interest has focused on the function of personal selling. More specifically, no published empirical research has examined what selling techniques salespeople have in their repertoire. This article systematically describes the selling techniques salespeople use by identifying the underlying dimensions of these techniques.
Alan J. Dubinsky (Thu,) studied this question.