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ERIC Number: EJ027941
Record Type: CIJE
Publication Date: 1970
Pages: N/A
Abstractor: N/A
Reference Count: N/A
ISBN: N/A
ISSN: N/A
9.9 Sales Grid Style Produces Results
Blake, Robert R.; Mouton, Jane Srygley
Training and Development Journal, 24, 10, 4-7, Oct '70
Selling effectiveness experiments have provided evidence that solution selling (problem solving) produces far better results than formula selling (sales technique oriented), hard sell, people-oriented selling, or order taking. (PT)
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Education Level: N/A
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Sponsor: N/A
Authoring Institution: N/A