An Analysis of the Impact of a Behavioral Style Awareness Training Program on Retail Sales Effectiveness of Commission Sales Personnel in a Major Department Store Chain in the Southwest

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The success of any retail institution depends upon many factors including personal selling effectiveness. Traditional sales training has focused primarily on the selling process with emphasis on how to close a sale. The idea of using behavioral style awareness training with salespeople has emerged only recently when behavioral training began to be recognized in the literature as a tool for sales training as well as for management training. The Social Style of Behavior concept developed by Dr. David Merrill was selected for use in this research study. Utilizing this concept, a behavioral style awareness training program was developed involving twenty … continued below

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v, 112 leaves

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Gregg, Sharon F. (Sharon Fowler) August 1983.

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  • Gregg, Sharon F. (Sharon Fowler)

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The success of any retail institution depends upon many factors including personal selling effectiveness. Traditional sales training has focused primarily on the selling process with emphasis on how to close a sale. The idea of using behavioral style awareness training with salespeople has emerged only recently when behavioral training began to be recognized in the literature as a tool for sales training as well as for management training. The Social Style of Behavior concept developed by Dr. David Merrill was selected for use in this research study. Utilizing this concept, a behavioral style awareness training program was developed involving twenty hours of classroom training. Training methods used were lecture, role play, and videotaped materials with emphasis on behavioral identification and using versatility with applications to personal selling in a retail situation.

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v, 112 leaves

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  • August 1983

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Thumbnail image of item number 1 in: 'An Analysis of the Impact of a Behavioral Style Awareness Training Program on Retail Sales Effectiveness of Commission Sales Personnel in a Major Department Store Chain in the Southwest'.
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Gregg, Sharon F. (Sharon Fowler). An Analysis of the Impact of a Behavioral Style Awareness Training Program on Retail Sales Effectiveness of Commission Sales Personnel in a Major Department Store Chain in the Southwest, dissertation, August 1983; Denton, Texas. (https://digital.library.unt.edu/ark:/67531/metadc332177/: accessed May 26, 2024), University of North Texas Libraries, UNT Digital Library, https://digital.library.unt.edu; .

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