TITLE

THE IMPACT OF CLOSING TECHNIQUES ON PROSPECT TRUST

AUTHOR(S)
Longfellow, Timothy A.
PUB. DATE
March 1995
SOURCE
Journal of Personal Selling & Sales Management;Spring95, Vol. 15 Issue 2, p72
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
This article presents information on a study that utilized scenario methodology in an after-only field experiment that included 239 purchasing executives. The impact of 5 different closing techniques and a no close condition on the prospect's trust toward the sales reputation was assessed. The ANOVA results indicated statistically significant differences in prospect trust across the treatment groups. The highest ranking mean score for prospect trust occurred in the "No Close," scenario while the lowest was found when the "Either-Or Close," was utilized.
ACCESSION #
9605143675

 

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