March 1989
Journal of Personal Selling & Sales Management;Spring89, Vol. 9 Issue 1, p62
Academic Journal
The article presents information on a paper on selling process. The paper "Mapping the Procedural Knowledge of Industrial Sales Personnel: A Script-Theoretic Investigation" by Thomas W. Leigh and Patrick F. McGraw is published in the recent issue of the Journal of Marketing. The paper presents the results of a two-phased study in which cognitive script methods were used to map the procedural knowledge of experienced and effective sales representatives.


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