The sales introspection technique: principles and application

This paper introduces a training technique that is designed to improve salespersons’ selling skills through introspection and discovery of success drivers and inhibitors. We present the technique and the theoretical foundations that support it. We also discuss how the technique may be implemented and provide a case example to demonstrate the application of the training mechanism.

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Year of publication:	2002
Authors:	LaForge, Mary C. ; Grove, Stephen J. ; Stone, Louis H.
Published in:	Marketing Intelligence & Planning. - MCB UP Ltd, ISSN 1758-8049, ZDB-ID 2023533-1. - Vol. 20.2002, 3, p. 168-173
Publisher:	MCB UP Ltd
Subject:	Sales \| Training \| Effectiveness \| Presentations

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Type of publication:	Article
Type of publication (narrower categories):	research-article
Language:	English
Other identifiers:	10.1108/02634500210428021 [DOI]
Source:	Other ZBW resources

Persistent link: https://www.econbiz.de/10014945823