six roles of selling

 
 
model's image

characteristics

author:
McMurry, Robert N.
country:
United States
period:
1961
type:
model
role:
consultant and manager
activity:
analyse and design
topic:
marketing & sales
abstr. level:
organisation
perspective:
rational
status:
under review
module:
personal selling
comments:
0
 

description:

The research of American industrial psychologist, Robert N. McMurry, showed that a 'true' salesman should not sell anything to anybody. McMurry first published the notion of different types of sales tasks in 1961. "Each type of sales work requires its own unique configuration of traits, attributes and qualities in its practitioner." To build a productive sales force, the manager first needs to ass...

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