Relationship development in insurance selling : a script-theoretic approach.
The purpose of this study is to obtain the grand selling scripts of effective and less effective salespersons. The study also attempts to investigate the cognitive knowledge of salespersons using the script-theoretic approach. That is, this research explores how effective and ineffective salesperson...
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| Format: | Thesis |
| Language: | English |
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2009
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| Online Access: | http://hdl.handle.net/10356/20233 |