Highlights – September 2015

According to a new study published in the Journal of Marketing, trusting first impressions increases sales. That is, salespeople typically make accurate intuitive judgments of a customer's needs, and acting on those judgments can significantly increase sales. In fact, when a salesperson deliberately rethinks first impressions of a customer, he or she might lose a potential sale.

To reach those conclusions, the authors observed the interactions between salespeople and customers for four months at several locations of a national.....