Pazarlama İletişiminde Müşteri İtirazları ve İstatistik İncelemesi

Kaynakça (71)

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51. CHALLAGALLA, Goutam, Tasadduq Shervani and George Huber, Supervisory Orientations and Salesperson Work Outcomes: The Moderating Effect of Salesperson Location, Journal of Personal Selling and Sales Management, v20 (Summer) 2000, pp.161-171.
52. When Salespeople Quit, Journal of Marketing Research, v37(November), 2000, pp.463-479.
53. CLARK, Colin and Trevor Pinch, Recontextualising Sales Resistance-A Response to Hunt and Bashaw, Industrial Marketing Management, v30, 2001, pp.637-643. COOPER, Pete, Dealing http://www.iboost.com/manage/crm/3094.htm /20.5.2005. with Customer Objections,
54. DIXON, Andrea L., Rosann L.Spriro and Maqbul Jamil, Successful and Unsuccessful Sales Calls: Measuring Salesperson Attributions and Behavioural Intentions, Journal of Marketing, v65 (July) 2001, pp.64-78.
55. DOYLE, Stephen X.; George Thomas Roth, Selling and Sales management in Action: The Use of Insight Coaching to Improve Relationship Selling, The Journal of Personal Selling and Sales Management, vXII, n1 (Winter) 1992, pp.59-64.
56. DWYER, Sean; John Hill and Warren Martin, An Empirical Investigation of Critical Success Factors in the Personal Selling Process for Homogeneous Goods, Journal of Personal Selling and Sales Management, v20 (Summer) 2000, pp.151-159.
57. leti im Dersleri, Translated by S.Tanju Kalkay, Media Cat Kitaplar, Istanbul, 2000, p.80.
58. GORDON, Josh, How to Motivate Your Client to Buy: Develop a Dialog With Your Client That Inspires Commitment, Folio: The Magazine for Magazine Manegement, v23 n19 1995, p.258.
59. HANKE, John.E.; Arthur G. Reitsch, Understanding Business Statistics USA, Richard D. Irwin, Inc.1992 pp.442, 480.
60. HUNT, Kenneth A., and R. Edward Bashaw, A New Classification of Sales Resistance Industrial Marketing Management, v28, 1999, pp.109-118.
61. JOBBER, David and Geoff Lancester, Sales and Sales Management, Sixth Edition, Prentice Hall, London, 2002, p.128. Danielle, n99(May)1998, p.99. Overruled Sales Objections, Entrepreneur, v26
62. MENGÜÇ, Bülent, An Empirical Investigation of a Social Exchange Model of Organizational Citizenship Behaviours Across Two sales Situations: A Turkish Case, Journal of Personal Selling and Sales Management, v20 (Summer) 2000, pp.205-214.
63. PETERSON, M.Robert, and George H.Lucas, What Buyers Want Most From Salespeople: A Wiew From The Senior Level, Business Horizons, v44 (September-October) 2001, pp.39-45.
64. RAAIJ, W.Fred van; Alain Strazzieri and Arch Woodside, New Developments in Marketing Communications and Consumer Behavior, Journal of Business Resarch, v53, 2001, pp.59-61.
65. SPEIER, Cheri, and Viswanath Venkatesh, The Hidden Minefields in the Adoption of Sales Force Automation Technologies, Journal of Marketing, v66(July), 2002, pp.98-111.
66. SHAO,Alan.T,Marketing Research:An Aid to Decision Making South -Western./Thomson Learning 2002 pp.71-72
67. SMITH, Kirk; Eli Jones, and Edward Blair, Managing Salesperson Motivation in a Territory Realigment, Journal of Personal Selling and Sales Management, v20 (Summer) 2000, pp.215-226.
68. Performance, Journal of the Academy of Marketing Science, v30 (Summer) 2002, pp.217-228.
69. VENKATESH, R.; Goutam Challagalla and Ajay K. Kohli, Heterogeneity in Sales Districts: Beyond Individual-Level Predictors of Satisfaction and Performance, Journal of the Academy of Marketing Science, v29 (Summer) 2001, pp.238-254.
70. WAGNER, Judy A.; Noreen M. Klein, and Janet E. Keith, Selling Strategies: The Effects of Suggesting a Decision Structure to Novice and Expert Buyers, Journal of Academy of Marketing Science, v29 (Summer) 2001, pp.289-306.
71. WEITZ, Barton A.; Stephen B. Castlebery and John F.Tanner Jr., Selling Building Partnership, Fourth Edition, McGraw-Hill Irwin, Boston, 2001, pp.315-318.