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    The article presents a conceptual framework for organizing research on the personal selling process, identifying four main components: seller inputs, buyer inputs, the sales interaction, and outcomes of the interaction. It describes 13 seller inputs such as skills, abilities, motivation, and adaptability. It also discusses 9 buyer inputs that influence the interaction such as needs, preferences, and expectations. The framework is intended to help structure and guide future research on the complex personal selling process.

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    The article presents a conceptual framework for organizing research on the personal selling process, identifying four main components: seller inputs, buyer inputs, the sales interaction, and outcomes of the interaction. It describes 13 seller inputs such as skills, abilities, motivation, and adaptability. It also discusses 9 buyer inputs that influence the interaction such as needs, preferences, and expectations. The framework is intended to help structure and guide future research on the complex personal selling process.

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    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd
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    12 views1 page

    Resources

    Uploaded by

    EKANG
    The article presents a conceptual framework for organizing research on the personal selling process, identifying four main components: seller inputs, buyer inputs, the sales interaction, and outcomes of the interaction. It describes 13 seller inputs such as skills, abilities, motivation, and adaptability. It also discusses 9 buyer inputs that influence the interaction such as needs, preferences, and expectations. The framework is intended to help structure and guide future research on the complex personal selling process.

    Copyright:

    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    of 1

    http://vle.du.ac.in/mod/book/view.php?

    id=9227&chapterid=13425

    http://www.amanet.org/training/articles/the-psychology-of-selling.aspx

    http://news.abs-cbn.com/business/11/29/14/empowering-new-generation-filipino-entrepreneurs

    file:///C:/Users/User/Downloads/the-art-of-influencing-and-selling.pdf

    https://books.google.com.ph/books/about/Emotional_Intelligence_for_Sales_Success.html?id=e2gtj0
    eQKScC&printsec=frontcover&source=kp_read_button&redir_esc=y#v=onepage&q&f=false

    http://slideplayer.com/slide/8115170/

    BOUNCING BACK: HOW SALESPERSON OPTIMISM AND SELF-EFFICACY

    INFLUENCE ATTRIBUTIONS AND BEHAVIORS FOLLOWING FAILURE

    Andrea L. Dixon and Susan M.B. Schertzer

    A CONCEPTUAL FRAMEWORK FOR ORGANIZED RESEARCH INTO THE PERSONAL SELLING PROCESS

    Kent L. Granzin, University of Utah

    Gary M. Grikscheit, University of Utah

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