Abstract
This study aims to create a conceptual model that identifies the characteristics that drive prospects away from cold calling and vice versa. As a result, the researcher begins by studying prior theories and models of sales management to discover the appropriate variables for this model. A model has been created and tested, providing a framework for understanding how to enhance the results of the sales cold calls on purchasing intention. In addition, the study concludes with recommendations and implications for marketing scholars and practitioners.
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More From: International Journal of Social Science and Human Research
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