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- W2174656553 abstract "This paper presents the results of a large-scale qualitative study exploring what sales people actually do in live sales meetings. The findings show that sales people spend too much time talking and demonstrate poor listening, value discussing, and negotiating skills, suggesting the need for a different emphasis in sales training." @default.
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- W2174656553 date "2014-10-08" @default.
- W2174656553 modified "2023-09-25" @default.
- W2174656553 title "What Sales People do: Observations of Successful Behaviors in Live Sales Meetings" @default.
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- W2174656553 doi "https://doi.org/10.1007/978-3-319-10864-3_63" @default.
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