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A study of the appropriateness of various means of meeting objections by sales representatives |
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| Authors: | Charles W Gross DBA Robin T Peterson PhD |
| Institution: | (1) Illinois Institute of Technology, Illinois, USA;(2) New Mexico State University, New Mexico, USA |
| Abstract: | This study examines the conditions under which various methods of answering objections are most effective. In addition, it inquires into the frequency of use of the various methods. |
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