A Factor Analytic Study of the Personal Selling Process

Alan J. Dubinsky

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

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Abstract

Despite the importance that personal selling plays in the marketing and promotion mixes of many firms, little research interest has focused on the function of personal selling. More specifically, no published empirical research has examined what selling techniques salespeople have in their repertoire. This article systematically describes the selling techniques salespeople use by identifying the underlying dimensions of these techniques.

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2020The integrated use of social media, digital, and traditional communication tools in the B2B sales process of international SMEs 2000An Empirical Investigation of Critical Success Factors in the Personal Selling Process for Homogenous Goods 2020Social presence and e-commerce B2B chat functions 2014Value-based sales process adaptation in business relationships 2023Avoiding crisis-driven business failure through digital dynamic capabilities. B2B distribution firms during the COVID-19 and beyond 2016Purchasing-driven sales: Matching sales strategies to the evolution of the purchasing function 2015How buyer–seller relationship orientation affects adaptation of sales processes to the buying process 2008Personal Selling of High-Technology Products: The Solution-Selling Imperative

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