Customer emotions may be elicited by a wide range of in-store features and salesperson
behavior such as the physical and social environment (Donovan et al.
Upon checking CCTV cameras, the salesperson
was seen hugging the girl from the back and intentionally groping her," the police said.
While extant research shows the impact of salesperson
appearance in regards to retail selling, store image, and brand image, little literature exists in regards to direct selling.
You want to be a salesperson
, but only if you can do the consulting part without having any responsibility to sell what your company sells.
When the salesperson
tries to put herself in the shoes of the customer and can see the big picture, a positive psychological environment for negotiation is reached.
succeeds or reaches full potential without strong leadership, which includes articulating a vision, setting goals and assigning responsibilities.
Hypothesis 2: The guanxi behavior of the salesperson
will be positively related to the customer's loyalty to the selling firm.
A good test of whether a salesperson
is acting like a pharmacist or a physician is to consider how often the diagnosis changes.
When I went to the salesperson
to finalize my purchase, the following conversation transpired (produced below to the best of my recollection):
For example, in Figure 1 Salesperson
, Store, City, and State are levels of the SALESPERSON
takes healthcare professionals to lunch where he explains the benefits of the manufacturer's pharmaceuticals.
This scholar contends that a salesperson
's impression of the customer is based on an evaluation of: choice space or the customer's decision process for making choices; choice rule or how a customer combines information in the choice space to reach a decision; and modifiability, the degree to which a salesperson
believes he or she can influence or change the customer's choice space and/or choice rules.
It was so interesting that I had to force myself back to my rule: "How much had the salesperson
learned about the prospect?
Al-Hassan added, that the salesperson
assured him that those goods are still edible, and will be removed within days, but when he recently visited the store, he noticed expired goods were still there.
Most of the respondents have been serving as an insurance salesperson
for less than 5 years (81.