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Browse Archives by Keyword: Customer Relations

Building a Winning Sales Presentation
[9/1/2017]
Charles Fifield, MBA


Delivering an effective sales presentation to a prospective real estate client will impact attaining your desired outcome for most client interactions

Do Past Preferences Indicate Future Selections?
[9/1/2017]
Kate Barasz, PhD, Tami Kim, PhD Candidate, and Leslie K. John, PhD


Predicting others' preferences can result in a distinct advantage for a salesperson, especially through creating choice sets based on clients' implicit and explicit wants and needs. Oftentimes, these predictions must be made with almost no information about the client's preferences, so the salesperson may have to rely on previously observed behaviors

Friends vs. Strangers: How Closeness Impacts Social Sharing
[9/1/2017]
David Dubois, PhD, Andrea Bonezzi, PhD, and Matteo De Angelis, PhD


The art of being a successful real estate agent largely depends on the need to interact socially. How you interact with your own clients indeed effects their opinion of the services you provide and ultimately shape their opinions about you or your company

INSIDER: Shiftability
[9/1/2017]
Luke Smith, MBA


Throughout our daily lives, we have many options. We can change our jobs, our bosses, our cities, and try endless news sales methods. However, unless we undergo personal transformation ourselves, external changes will not propel us where we want to go or help us become who we need to be

Are Clients Persuaded by Boastful Agents?
[6/1/2017]
Grant Packard, PhD, Andrew D. Gershoff, PhD, and David B. Wooten, PhD

Boasting by real estate agents can produce negative and positive reactions from their clients. However, boasting combined with a strategy to develop trust can be advantageous to a real estate agent

INSIDER: If the Point of Selling Isn't Selling, then What's the Point?
[6/1/2017]
Courtney A. Harris, MBA Candidate


Salespeople will be more successful when they understand that the point of selling isn't selling. A salesperson's job is to help his or her customer make a better buying decision

INSIDER: Sales Growth
[6/1/2017]
Erick Huntley, MBA

In their new book, Sales Growth, authors Baumgartner, Hatami, and Valdivieso lead the reader through a series of strategies designed to help sales executives and their organizations continue to grow in a continuously changing world

Don't Overcomplicate -- Adapt and Simplify
[3/1/2017]
Sven Mikolon, PhD, Anika Kolberg, PhD, Till Haumann, PhD, and Jan Wieseke, PhD


Professional services sales encounters are a two-way street between the client and the service provider. Such encounters require input from both parties to mutually find the best fitting professional service for the client

Partner Phubbing: How Cell Phones Impact Romantic Partnerships
[3/1/2017]
James A. Roberts, PhD and Meredith E. David, PhD


Your partner just walked in and you can tell from her facial expression that something is weighing heavy on her mind. You ask what's wrong, and right as she begins to tell you, your phone rings

Sidestepping the Home Buying Process
[3/1/2017]
Ashley S. Otto, PhD, Joshua J. Clarkson, PhD, and Frank R. Kardes, PhD


Decision making is all too often an aversive experience. In fact, work in cognitive neuroscience shows that decision making is often interpreted in similar ways as actual pain


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