The Counselor Selling Method: Concepts and Constructs

DeCormier, Ray A.; Jobber, David
September 1993
Journal of Personal Selling & Sales Management;Fall93, Vol. 13 Issue 4, p39
Academic Journal
The concepts, constructs and theoretical underpinnings of the counselor selling method are presented. The method is based on a contingency approach to selling and has three components e personality knowledge, micro skills and strategies, and processes. Personality knowledge is based upon dimensional personality theory, transactional analysis theory and Berne's PAC model. Micro skills and strategies are derived from work in the counseling field. Finally, the sales process is adapted from the very and Matthews meta model of counselor interviewing. The components are empirically tested and the implications are discussed.


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