AUTHOR: Bolander, Willy
How to Win the Sale: Adaptive Sales Techniques
[12/1/2019]
Bryan Hochstein, PhD, Willy Bolander, PhD, Ronald Goldsmith, PhD, and Christopher R. Plouffe, PhD
Your clients are more informed now than ever when making purchase decisions. Our research offers insights on applicable adaptive sales techniques based on the consumers’ perceived informedness about high-involvement purchases
Is the Customer Really King?
[6/1/2017]
Christopher R. Plouffe, PhD, Willy Bolander, PhD, Joseph A. Cote, PhD, and Bryan Hochstein, PhD
The modern real estate agent's business relationships today transcend obvious interactions with customers and now also include the internal business team and external business partners. The successful agent must skillfully manage these three relationships to complete the transaction
