Publications [#270549] of James R. Bettman

Journal Articles

1. Sujan, H; Sujan, M; Bettman, JR, The practical know-how of selling: Differences in knowledge content between more-effective and less-effective performers, Marketing Letters, vol. 2 no. 4 (November, 1991), pp. 367-378, Springer Nature America, Inc, ISSN 0923-0645 [doi]
   (last updated on 2025/12/31)

   Abstract:
   Results of both cross-sectional and longitudinal studies of salespeople indicate that more effective and less effective salespeople differ systematically in their knowledge of sales strategies, and to a lesser extent in their knowledge of customer characteristics. For the sales situation examined, more effective salespeople use specific, problem solving-oriented strategies to sell to customers and underlying, functional characteristics to describe customers; less effective salespeople use global, relationship-oriented strategies to sell to customers and surface structure, less functional characteristics to describe customers. © 1991 Kluwer Academic Publishers.