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Foot in the Door: A Typology of Salesmen |
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| Abstract: | The authors developed a grounded model of face-to-face salesmen. The first part of the study involved analysis of 2 films on sales: 1 fiction and 1 nonfiction. Then, the researchers interviewed salesmen in a variety of contexts. Finally, the film analysis was compared with the interviews to create a conceptualization of the contemporary salesman. |
| Keywords: | Film Interviews Sales |