Work

The Counselor Selling Method: Concepts and Constructs

Year: 1993

Type: article

Abstract: The concepts, constructs and theoretical underpinnings of the counselor selling method are presented. The method is based on a contingency approach to selling and has three components—personality knowledge, microskills and strategies, and processes. Personality knowledge is based upon dimensional personality theory, transactional analysis theory and Berne's PAC model. Microskills and strategies are derived from work in the counseling field. Finally, the sales process is adapted from the Ivey and Matthews meta-model of counselor interviewing. The components are empirically tested and the implications are discussed.

Source: Journal of Personal Selling and Sales Management

DOI: 10.1080/08853134.1993.10753966

Authors: Ray A. DeCormier, David Jobber

Institutions: Central Connecticut State University, University of Bradford

Language: English

Topic: Employee Performance and Motivation

Subfield: Organizational Behavior and Human Resource Management

Field: Business, Management and Accounting

Domain: Social Sciences

Open Access status: hybrid

OpenAlex ID: W334291279

FWCI: 0.659

Cites: 47

Cited by: 25

Related to: 10