Rapport Building for Salespeople: A Neuro-Linguistic Approach

William G. Nickels · Robert F. Everett

36 citations0/0 files storedJournal of Personal Selling and Sales Management

No readable copy stored yet — this record is metadata only.

No open-access location is known for this record yet.

Literature note Cite in a project Citation map

Customer Service Quality and Loyalty Social Skills and Education Employee Performance and Motivation

Abstract

AbstractRecently a powerful new technique for teaching salespeople how to establish rapport has emerged from the behavioral sciences. The technique is called Neuro-Linguistic Programming (NLP). One...

Paper brief

Loading…

Cite this work

Citation unavailable for this work.

BibTeX RIS CSL-JSON

No public copy is stored for this record, so only the metadata is cited.

Citations in this library

Citation map →

Stored only when both papers are in the corpus — 36 citations exist upstream.

References

1981Effectiveness in Sales Interactions: A Contingency Framework 1974The Effect of Salesman Similarity and Expertise on Consumer Purchasing Behavior 1976An Experimental Analysis of a Salesman's Expert and Referent Bases of Social Power in the Buyer-Seller Dyad 1975The structure of magic 1979Frogs Into Princes 1976The structure of magic: II.1977The Unsold Prospect: Dyadic and Attitudinal Determinants

Cited by

2013Stimulating and Enhancing Student Learning Through Positive Emotions 2017Allocation of Salespeople's resources for generating new sales opportunities across four types of customers 2023Salesperson rapport: a literature review and research agenda for an evolving digital sales process 2021Does managing customer accounts receivable impact customer relationships, and sales performance? An empirical investigation

Explore the map →

Papers that cite the same references — the relational fallback while embeddings are still backfilling.

Imported from OpenAlex (CC0) — nothing here is generated.