Study of attitudes and motivation of staff, particularly those who come into direct contact with customers (French)
Abstract:
As in any large company, whether it be a financial institution or a firm in another sector altogether, a number of questions and therefore sometimes subjective, preconceived ideas exist regarding the efficiency of the sales network. The sales force is in fact an important factor in the success of an institution like ours : the particular qualities of a product in fact constitute a sales argument only if they are backed up by a high-quality competent sales force. And growing importance must be accorded to technical competence, customer reception and the friendliness of the sales personnel.
This could also be of interest:
Research Papers
Research into consumer behaviour and its motivation (English and French)
Catalogue: ESOMAR/WAPOR Conference 1957: Research Into Consumer Behaviour And Its Motivation
Authors: Michel Agostini, Emeric Deutsch, Harry Henry, Robert C. Sorensen, Helen Dinerman, Philip L. Short, A. Mitchell, Yves Fournis, Edward Sinclair, Ernest Dichter, William Gregory, Jan van Rees, Albert A. Shea, Jan L. Wage, Salviano Cruz
June 15, 1957
Research Reports
Study of attitudes and behaviour of agents
Catalogue: CRAM/Peter Cooper Archive Collection
Author: CRAM/Peter Cooper Archive
December 3, 1973
