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A study of the appropriateness of various means of meeting objections by sales representatives

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Abstract

This study examines the conditions under which various methods of answering objections are most effective. In addition, it inquires into the frequency of use of the various methods.

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References

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Authors and Affiliations

  1. Illinois Institute of Technology, Illinois, USA

    Charles W. Gross D.B.A.

  2. New Mexico State University, New Mexico, USA

    Robin T. Peterson Ph.D.

Authors
  1. Charles W. Gross D.B.A.
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  2. Robin T. Peterson Ph.D.
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Gross, C.W., Peterson, R.T. A study of the appropriateness of various means of meeting objections by sales representatives. JAMS 8, 92–99 (1980). https://doi.org/10.1007/BF02721976

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  • DOI: https://doi.org/10.1007/BF02721976

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