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Keller Center for Research

AUTHOR: Goldsmith, Ronald

How to Win the Sale: Adaptive Sales Techniques
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

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