The sales introspection technique: principles and application
Mary C. LaForge
(Clemson University, Clemson, South Carolina, USA)
Stephen J. Grove
(Clemson University, Clemson, South Carolina, USA)
Louis H. Stone
(Clemson University, Clemson, South Carolina, USA)
958
Abstract
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.
Keywords
Citation
LaForge, M.C., Grove, S.J. and Stone, L.H. (2002), "The sales introspection technique: principles and application", Marketing Intelligence & Planning, Vol. 20 No. 3, pp. 168-173. https://doi.org/10.1108/02634500210428021
Publisher
:MCB UP Ltd
Copyright © 2002, MCB UP Limited