Client Evaluation Cues: A Comparison of Successful and Unsuccessful Salespeople
研究成功与不成功销售人员如何利用记忆中的评估线索来分类潜在客户，发现两者在线索数量和权重分配上相似，但在具体线索的权重和分类标准上存在差异。
Most salespeople attempt to identify likely purchasers of a product by using evaluation cues stored in memory to classify potential customers. The authors investigate how these cues differ for successful and unsuccessful salespeople. They find that successful and unsuccessful salespeople have the same number of cues in memory, and that the two types of representatives distribute importance weights about the same across evaluation cues. Successful and unsuccessful salespeople weight many of the same cues differently, however. The standards they use to describe class members also differ for several cues, with successful salespeople generally using more stringent criteria. The authors discuss the implications of the findings and offer some directions for future research.