On recontextualising sales resistance - A defense of information processing-based classifications

The authors defend their previously dei,eloped information processing-based , two-dimensional classification of sales resistance (objections and counte rarguments). This classification of sales resistance was dei,eloped in two articles [1, 2] appearing in a previous issue of Industrial Marketing Manag ement. In the sales resistance article, the authors developed selling strat egies for dealing with objections and counterarguments. One selling strateg y, presented for a counterargument it,as distraction. In "Recontextualising Sales Resistance: A Response to Hunt and Bashaw, " Clark and Pinch [3] arg ue the classification of sales resistance developed by, Mint and Bashaw [2] "may not always hai,e analytical salience or be prescriptively useful. " I n this article, the authors carefully scrutinize both perspectives so that the verisimilitude of each perspective may be determined. Specifically, thi s article closely examines sonic of the assertions made by Clark and Pinch [3] and presents the strengths and weaknesses of their conclusions. (C) 200 1 Elsevier Science Inc. All rights reserved.