Publications

Publication details [#26940]

Drew, Paul, Colin Clark and Trevor Pinch. 1994. Managing customer 'objections' during real-life sales negotiations. Discourse & Society 5 (4) : 437–462.

Publication type

Article in journal

Publication language

English

Keywords

conversational analysis | negotiation | persuading | sales encounter | telephone conversation

Place, Publisher

SAGE Publications

ISBN

0957-9265

Journal WWW

www.sagepub.co.uk/ejournals/

Annotation

This paper examines telephone selling interaction for procedures used by prospects and salespeople to respectively decline and negotiate a proposed sale.