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Title: “Revisiting sales as a human connection and a business transaction”
Authors: Pitzel, Joseph William
Keywords: selling;scales;qualitative/quantitative analysis;group comparisons;skills
Issue Date: 16-Apr-2019
Abstract: This study focusses on identifying what skills are essential for salespeople from a human motivation, sales skills, and business perspective. It uses historical research as a backdrop and then looks at today’s sales environment from a company perspective. The study identifies, compiles, organizes and validates core elements of sales skill requirements and factors that impact these requirements. The literature review helps study this complex issue by bringing disciplinary and non-disciplinary knowledges, perspectives, and insights to bear.
Appears in Collections:Doctoral Theses
Doctoral Theses

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