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CHAPTER 2THE SALESPERSON PROSPECTING PROCESS
CHAPTER 3INFORMATION IN SALESPERSON MEMORY
CHAPTER 4ATTRIBUTE MATCHING PROCESS OF CATEGORIZATION
7 other sections not shown
ability attribute information attribute levels attribute values categorization decisions categorization process category boundaries category bounds category elements category membership category prototype characteristics classification decisions classify subjects classifying moderate classifying sales leads cognitive Cognitive Psychology company name computer exercise declarative knowledge structure degree of match DeSoto differences in category discriminating evaluation examination factors Figure findings hierarchically ideal co-worker importance weights important attributes indicate individual ineffective salespeople ineffective salesperson investigation Journal moderate category moderate matches moderate quality prospect number of attributes ordering of attributes percent personal computer perspective plan name poor prospect category potential clients probability of purchase procedure profiles prospect category members prospect classification prospecting skill Psychology rank order correlation respect response salesperson performance Salesperson Prospecting selling effectiveness selling success Social Psychology specific statistically significant stimuli stored attribute stored in memory subset successful and unsuccessful Sujan survey Table University of Wisconsin-Madison unsuccessful salespeople differ unsuccessful salesperson groups variables