Can old-fashioned salesmanship improve e-commerce?

11/2/2008 | Strategy+Business/eNews

Great salespeople have a sixth sense for picking out the customer who needs a little reassurance before the sale. Now, e-retailers can put that skill to work for them. Advanced Web marketing techniques evaluate prospective customers based on prior Web behavior, separating the random surfers from the serious lookers. The sales team can then use chat or other personal approaches to turn shoppers into buyers.

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