"myyjät" - Selaus asiasanan mukaan Julkaisut
Viitteet 1-4 / 4
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Decision-making in salesperson-customer interaction: Establishing a common ground for obtaining commitment
(John Benjamins Publishing Company, 2021)Decisions are often made in a two-part sequence, consisting of a proposal by one party and an aligning response from others. While this sequence is well established, less is known about the preparatory work that may precede ... -
Kysymys-vastausjaksot myyjän ja asiakkaan etäneuvottelussa
(AFinLA, 2020)This paper examines technology-mediated sales interaction in which a prospective customer receives a salesperson’s video call in a research laboratory. The paper focusses on the prospect’s requests for information, the ... -
Tehoa myyntiin - myynnin tuki kuntoon
HAAGA-HELIAn julkaisusarja. Kehittämisraportteja 2/2010 (HAAGA-HELIA ammattikorkeakoulu, 2010) -
Tell me more: How salespeople encourage customer disclosure
(Emerald, 2020)This paper explores salesperson-customer interactions to identify actual behaviors that result in enhanced customer disclosure and classify them as disclosure tactics, and to explore whether certain tactics are more likely ...



