A behavioral science approach to effective sales presentations

Abstract

This paper has identified and briefly described a number of verbal behaviors which the salesman can use in the initial contact phase of the sales interview. The initial contact phase of selling is made more effective by using a combination of the responses described in the literature of the behavioral sciences. Experienced and neophyte salesmen can learn these behaviors with brief training using the materials presented here in a role playing situation. Such training should increase their effectiveness in the selling situation.