The success of any retail institution depends upon many factors including personal selling effectiveness. Traditional sales training has focused primarily on the selling process with emphasis on how to close a sale. The idea of using behavioral style awareness training with salespeople has emerged only recently when behavioral training began to be recognized in the literature as a tool for sales training as well as for management training. The Social Style of Behavior concept developed by Dr. David Merrill was selected for use in this research study. Utilizing this concept, a behavioral style awareness training program was developed involving twenty hours of classroom training. Training methods used were lecture, role play, and videotaped materials with emphasis on behavioral identification and using versatility with applications to personal selling in a retail situation.
| Identifer | oai:union.ndltd.org:unt.edu/info:ark/67531/metadc332177 |
| Date | 08 1900 |
| Creators | Gregg, Sharon F. (Sharon Fowler) |
| Contributors | Rachel, Frank M., Starling, Jack, Dunham, Darrell R. |
| Publisher | North Texas State University |
| Source Sets | University of North Texas |
| Language | English |
| Detected Language | English |
| Type | Thesis or Dissertation |
| Format | v, 112 leaves, Text |
| Rights | Public, Gregg, Sharon F. (Sharon Fowler), Copyright, Copyright is held by the author, unless otherwise noted. All rights reserved. |
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