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Keywords: Consultants
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Journal Articles
Consultative selling in financial services: an observational study of the mortgage mediation process
International Journal of Bank Marketing (1997) 15 (2): 54–59.
Published: 01 April 1997
... between advisers and 26 clients. The exact content and characteristics of interactions were recorded and coded using a category system based on consultative selling. The results show vast differences between advisers in their selling approach. In most cases, the sequence of problem‐solving phases...
