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Keller Center Research Report

Keller Center for Research

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March 2010 (Vol. 3, Iss. 1)


Wait...I'll Do My Prospecting Right After I...

George Dudley, Trelitha Bryant, and Jeff Tanner, PhD
Why do people go into sales? To make money. That’s no secret. It fits the stereotype. But, that doesn’t make it wrong or improper. One of the most common motivators for...
Keywords: Lead Generation
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Building Blocks of Trust

John Andy Wood, PhD, James S. Boles, PhD, Wesley Johnston, PhD, and Danny Bellenger, PhD
Agents are often advised, encouraged, and even admonished to gain the trust of the seller, the buyer, or both. This advice is based on a wealth of research that shows...
Keywords: Customer Relations
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The Necessary Conditions to Achieve Personal Selling Success

Charles Fifield, Senior Lecturer and Baylor Sales Coach
Being an agent and having a career involving personal selling is essentially a for-profit business enterprise. Therefore, the basic goal of personal selling is to make money, net...
Keywords: Management
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Consider the Role of the Trusted Advisor

Wayne A. Neu, PhD, Gabriel R. Gonzalez, PhD, and Michael W. Pass, PhD
Individual agents with whom clients interface are often the most critical vehicle for developing and maintaining high-performing buyer-seller relationships (Palmatier 2008)...
Keywords: Customer Relations, Service
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INSIDER: Ethical Salesperson Behavior in Buyer-Seller Relationships

Laura Tweedie, MBA Candidate
Marketing professors, Dr. John D. Hansen and Dr. Robert J. Riggle, conducted a cross-sectional study of 206 purchasing agents to evaluate the implications of ethical behavior...
Keywords: Ethics, Insider
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INSIDER: Managing Conflict in the Buyer-Seller Relationship

Drew Johns, MBA Candidate
Approximately one in every six hours of a salesperson's or agent's time is spent dealing with conflict (Bradford and Weitz 2009, p. 35). The difference between losing a client...
Keywords: Customer Relations, Insider
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