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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Description

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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This dissertation is part of the collection entitled: UNT Theses and Dissertations and was provided by UNT Libraries to Digital Library, a digital repository hosted by the UNT Libraries. It has been viewed 35 times , with 4 in the last month . More information about this dissertation can be viewed below.

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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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  • Aug. 22, 2014, 6 p.m.

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  • March 26, 2018, 11:56 a.m.

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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. (digital.library.unt.edu/ark:/67531/metadc332177/: accessed April 23, 2018), University of North Texas Libraries, Digital Library, digital.library.unt.edu; .