The practical know-how of selling: Differences in knowledge content between more-effective and less-effective performers
暂无分享,去创建一个
[1] Barton A. Weitz,et al. Adaptive Selling: Conceptualization, Measurement, and Nomological Validity: , 1990 .
[2] J. Bettman,et al. Knowledge Structure Differences between More Effective and Less Effective Salespeople , 1988 .
[3] Barton A. Weitz,et al. Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness , 1986 .
[4] Robert J. Sternberg,et al. Practical intelligence in real-world pursuits: The role of tacit knowledge. , 1985 .
[5] Barton A. Weitz. Effectiveness in sales interactions: A contingency framework. , 1981 .
[6] W. Mischel,et al. Prototypes in Person Perception1 , 1979 .
[7] Barton A. Weitz. Relationship between Salesperson Performance and Understanding of Customer Decision Making , 1978 .
[8] M. Chi. Knowledge structures and memory development. , 1978 .
[9] Barton A. Weitz,et al. Selling, principles and methods , 1976 .