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Keywords: Personal selling
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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
...Theo M.M. Verhallen; Harriette Greve; Ruud Th. Frambach Notes that the literature on personal selling and advising on services stresses the importance of analysing the actual client‐adviser interaction process. Explores this process of interaction in a mortgage setting by observing 42 conversations...
