The Counselor Selling Method: Concepts and Constructs

Abstract

The concepts, constructs and theoretical underpinnings of the counselor selling method are presented. The method is based on a contingency approach to selling and has three components—personality knowledge, microskills and strategies, and processes. Personality knowledge is based upon dimensional personality theory, transactional analysis theory and Berne's PAC model. Microskills and strategies are derived from work in the counseling field. Finally, the sales process is adapted from the Ivey and Matthews meta-model of counselor interviewing. The components are empirically tested and the implications are discussed.

Cite this work

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

Stored only when both papers are in the corpus — 25 citations exist upstream.

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