How first impressions of a customer impact effectiveness in an initial sales encounter

Authors :: Evans, Kenneth R.
Kleine, Robert E., III
Landry, Timothy D.
Crosby, Lawrence A.
Source :: Journal of the Academy of Marketing Science. Fall, 2000, Vol. 28 Issue 4, p512, 15 p.
Publication Year :: 2000
Abstract: A salesperson's first impression of a potential customer is significantly associated with salesperson effectiveness. Sales personnel face the challenge of establishing a relationship while completing a sale and satisfying the customer.

Subjects :: Marketing industry -- Research
Impression formation (Psychology) -- Economic aspects
Consumers -- Psychological aspects
Selling -- Psychological aspects
Advertising, marketing and public relations
Business

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