ERIC Number: EJ675083
Record Type: Journal
Publication Date: 2003
Pages: N/A
Abstractor: N/A
ISBN: N/A
ISSN: ISSN-0898-5952
EISSN: N/A
A Consumer-Driven Approach To Increase Suggestive Selling.
Rohn, Don; Austin, John; Sanford, Alison
Performance Improvement Quarterly, v16 n1 p29-39 2003
Discussion of the effectiveness of behavioral interventions in improving suggestive selling behavior of sales staff focuses on a study that examined the efficacy of a consumer-driven approach to improve suggestive selling behavior of three employees of a fast food franchise. Reports that consumer-driven intervention increased suggestive selling behaviors. (Author/LRW)
Descriptors: Behavior Change, Sales Workers
Publication Type: Journal Articles; Reports - Research
Education Level: N/A
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A
Grant or Contract Numbers: N/A
