HSB > Keller Center for Research
AUTHOR: DeCarlo, Thomas E.
Salesperson Knowledge Distinctions and Sales Performance
[3/1/2015]
Thomas W. Leigh, DBA, and Thomas E. DeCarlo, PhD
Professional selling is a learned intellectual skill where more knowledgeable sales personnel, ceteris paribus, should be expected to be more productive due to their superior client interaction and persuasion skills
