Making Sales: Influence as Interpersonal Accomplishment

Robert Prus

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Employee Performance and Motivation Customer Service Quality and Loyalty Psychology of Social Influence

Abstract

Doing Influence Work Presenting Products Generating Trust Neutralizing Resistance Obtaining Commitments Encountering Troublesome Customers Developing Loyalty Holding 'Sales!' Maintaining Enthusiasm In Perspective

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2021Qualitative Sociology Review 2013Performing Sales: Material Scripts and the Social Organization of Obligation 1991An Exploratory Study of Reciprocal Trust Between Sales Managers and Salespersons 1992Ethnographic Writing about American Culture 1991An Applied Analysis of Buyer Equity Perceptions and Satisfaction with Automobile Salespeople 1999Toward an Organizational Perspective on Identifying and Managing Formal Gatekeepers 1998The Use of Communication to Motivate College Sales Teams 1993Retail Salesperson Attributes and the Role of Dependability in the Selection of Durable Goods

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