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• W1798578049 abstract "This study uses a Critical Success Factor approach to evaluate a representative set of 51 selling techniques with the intent of determining what techniques are more critical to sales success for salespeople who sell homogenous products than others and what techniques are associated with failure. A set of twelve techniques were identified that distinguished salespeople in the top decile from those in the bottom decile." @default.
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• W1798578049 date "2013-10-24" @default.
• W1798578049 modified "2023-09-24" @default.
• W1798578049 title "An Empirical Investigation of Critical Success Factors in the Personal Selling Process for Homogenous Goods" @default.
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• W1798578049 doi "https://doi.org/10.1080/08853134.2000.10754235" @default.
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