Art

J-GLOBAL ID：200902208379044435   Reference number：06A0878747

Effective and less effective salespeople’s preparations and sales actions in the first visit to a customer

有能営業担当者と非有能担当者の初回商談にむけた準備行為と商談行為

Author (4)： ITO MASAKO (常磐大) ,  HIRATA KENJI (東洋大) ,  MATSUO MAKOTO (小樽商大) ,  KUSUMI TAKASHI (京大)
Material： 人間工学  (Japanese Journal of Ergonomics)
Volume： 42  Issue： 5  Page： 305-312  Publication year： Oct. 15, 2006 
JST Material Number： S0258A  ISSN： 0549-4974  Document type： Article
Article type： 原著論文  Country of issue： Japan (JPN)  Language： JAPANESE (JA)

Thesaurus term： behavioral science ,...

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JST classification (1)： Man-machine system  (IB03000G)

Reference (30)：

• STERNBERG, R. J. Beyond IQ : A triarchic theory of human intelligence. 1985
• STERNBERG, R. J. The triarchic mind : A new theory of human intelligence. 1988
• LEIGH, T. W. Mapping the procedural knowledge of industrial sales personnel : A script-theoretic investigation. Journal of Marketing. 1989, 53, 16-34
• LEONG, S. M. Knowledge bases and salesperson effectiveness : A script-theoretic analysis. Journal of Marketing Research. 1989, 26, 164-178
• MACHINTOSH, G. Relationship development in selling : A cognitive analysis. Journal of Personal Selling and Sales Management. 1992, 12, 23-34

Terms in the title (2)： 営業 ,  行為