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Keywords: Salesperson
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Journal Articles
International Journal of Productivity and Performance Management (2021) 70 (7): 1582–1603.
Published: 28 August 2020
... particular body of research finds that some personal characteristics of salespeople might explain the effectiveness of adaptive selling behavior demonstrated by a salesperson (Simintiras et al., 2013 ; Weitz et al., 1986). In particular, information acquisition skills and information...
