Exploring the role of salesperson attributes and service behaviors in adaptive selling

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Exploring the role of salesperson attributes and service behaviors in adaptive selling

Services organizations face ever-increasing customer demands and competition in the marketplace, especially in the face-to-face adaptive sales encounters at retail level, making it extremely important to recruit the right kind of salespeople and give them the right kind of training to serve their cu...

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Bibliographic Details
Main Authors:	Lo, S., Sharma, Piyush
Format:	Book Chapter
Published:	2015
Online Access:	http://hdl.handle.net/20.500.11937/11817

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