Closing is more than a list of tactics: how to build rapport while facilitating a commercial exchange

IF 3.9 Q2 BUSINESS

Journal of Personal Selling & Sales Management Pub Date : 2024-02-16 DOI:10.1080/08853134.2023.2300454

Aaron D. Arndt, Rhett Epler, Kenneth Evans, Sama Ashouri

引用次数: 0

Abstract

Closing is an essential part of selling. However, academic research related to closing has been quite limited and detailed observational research has not yet been conducted. This research analyzes ...

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来源期刊

Journal of Personal Selling & Sales Management BUSINESS-

CiteScore

5.70

自引率

36.40%

发文量

期刊介绍： As the only scholarly research-based journal in its field, JPSSM seeks to advance both the theory and practice of personal selling and sales management. It provides a forum for the exchange of the latest ideas and findings among educators, researchers, sales executives, trainers, and students. For almost 30 years JPSSM has offered its readers high-quality research and innovative conceptual work that spans an impressive array of topics-motivation, performance, evaluation, team selling, national account management, and more. In addition to feature articles by leaders in the field, the journal offers a widely used selling and sales management abstracts section, drawn from other top marketing journals.