Abstract
AbstractThe potential usefulness of impression management concepts both to salespersons and to sales managers is explored. Impression management is defined as the way people manipulate their communications to create a certain type of impression. Some specific techniques and sales examples are provided. A method by which sales managers may determine if their salespeople use impression management techniques in sales presentations is provided, along with the results obtained when the method was implemented in a small-scale pilot study. The paper concludes by recommending that sales managers consider impression management techniques in their personal selling training programs.
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