Demystifying Adaptive Selling – Exploring Salesperson Attributes and Service Behaviors

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Demystifying Adaptive Selling – Exploring Salesperson Attributes and Service Behaviors

Services organizations face ever-increasing customer demands and competition, especially in face-to-face retail sales encounters, hence it is extremely important to ‘recruit the right kind’ of salespeople and give them the ‘right kind of training’ to better serve and satisfy their customers. However...

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Bibliographic Details
Main Authors:	Sharma, Piyush, Lo, M.
Other Authors:	Groza, M.
Format:	Conference Paper
Published:	2015
Online Access:	http://hdl.handle.net/20.500.11937/75116

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