|
|
Article: Researchers from New Mexico State University describe findings in business to business marketing.(Report)
- Article from:
- Marketing Weekly News
- Article date:
- November 7, 2009
CopyrightCOPYRIGHT 2009 NewsRX. This material is published under license from the publisher through the Gale Group, Farmington Hills, Michigan. All inquiries regarding rights should be directed to the Gale Group. (Hide copyright information)
|
"This study assessed the value of training in mirroring combined with training in empathy in a personal-selling setting when these two supplement training in more conventional areas. To a large extent, ibis investigation is exploratory," investigators in the United States report.
"Previous attempts to probe into this topic do not appear in the literature. Students in personal-selling classes acted as sales representatives in an attempt to sell a service (attendance at a seminar) to small retailers. One group was trained in mirroring and another in empathy. Yet another received instruction in both mirroring and empathy. Finally, control-group members received ...