Post by C. T. Bauer College of Business (University of Houston)

No one wants to have:  ❌ Incorrect information ❌Lack of answers ❌Broken promises #UHBauer Associate Professor of Marketing Johannes Habel is committing his #BauerResearch to improving the business of sales by targeting key points related to customer interaction. In his study of 69 experts and two surveys of 190 and 204 industrial salespeople, he found that salespeople resist selling radical innovations for fear of losing face. To reduce those fears and improve sales confidence, Habel suggests management should: ✅Strengthen consultation resources ✅Select or train for change readiness ✅Realign role expectations To learn more about Habel's #BauerResearch and where he's been published, visit: https://lnkd.in/gZgky79h