Browsing by Author "Gilliam, David A."
Now showing items 1-1 of 1
-
Storytelling by the sales force and its effect on personal selling and buyer-seller relationships
Gilliam, David A. (2011-05)Scope and Method of Study: Though often observed in the field, storytelling by the sales force in not widely studied in the marketing literature. Collection and analysis of data from interviews and field observation of ...