Sohi, Ravi
June 2002
Journal of Personal Selling & Sales Management;Summer2002, Vol. 22 Issue 3, p199
Academic Journal
The article contains abstracts pertaining to contemporary sales-related articles from more than 60 different academic and trade publications. The purpose of the article is to help readers keep abreast of current personal selling and sales management literature. The first abstract of the article is "What Buyers Want Most From Salespeople: A View From the Senior Level," by Robert M. Peterson and George H. Lucas, published in the October 2001 issue of the journal "Business Horizons." Within the context of consultative selling, this study examines the characteristics buyers want most in a salesperson. The dimensions identified through qualitative analysis as being required for effective selling include: expertise, contribution, representation, trustworthiness, and compatibility. The results of the study offer support for these proposed relationships. The authors suggest the selling organization must first decide the type of relationship it chooses to seek with its customers. Finally, the authors provide implications for practitioners and study limitations.


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