Publications [#270549] of James R. Bettman

Journal Articles

1. Sujan, H; Sujan, M; Bettman, JR (1991). The practical know-how of selling: Differences in knowledge content between more-effective and less-effective performers. Marketing Letters, 2(4), 367-378. [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.