About this document
Boost Focal Sales with Competitor Referrals by edwin sanjaya is a document available to read on EtoBox.
The document discusses the concept of specialist competitor referrals, a sales strategy where salespeople refer consumers to competitors for nonfocal products to enhance the likelihood of selling focal products. The authors demonstrate that these referrals can increase sales by reducing perceived overpayment risk and enhancing perceived equity in the exchange. The findings suggest that referrals are effective when they include credible justifications for price differences between competing products.
- Author
- edwin sanjaya
- Language
- EN