Cherouk Amr Yassin

College of Management and Technology, Arab Academy for Science Technology and Maritime Transport, Smart Village Campus

DOI : https://doi.org/10.47191/ijsshr/v5-i9-17

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ABSTRACT

This study aims to create a conceptual model that identifies the characteristics that drive prospects away from cold calling and vice versa. As a result, the researcher begins by studying prior theories and models of sales management to discover the appropriate variables for this model. A model has been created and tested, providing a framework for understanding how to enhance the results of the sales cold calls on purchasing intention. In addition, the study concludes with recommendations and implications for marketing scholars and practitioners.

KEYWORDS:

Cold calling, Consumer Behaviour, Personal Selling, Prospects, Sales, Salespeople.

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VOlUME 05 ISSUE 09 SEPTEMBER 2022