TITLE

Quotas--Goals--Objectives

PUB. DATE
January 1997
SOURCE
Journal of Personal Selling & Sales Management;Winter97, Vol. 17 Issue 1, p78
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
This article focuses on the article "Are Your Reps Afraid to Close?," edited by Geoffrey Brewer, published in the journal Sales & Marketing Management. Though salespeople establish client rapport and masterfully present product information, they may fear asking the client for a commitment. Closing should be a natural conclusion of a sequential process beginning with customer need discovery, progressing through discussion of alternative solutions. Rather than hope for a favorable conclusion, salespeople must plan tactics to insure a trial close is initiated.
ACCESSION #
9704141135

 

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