I am looking for 2-3 (or more) articles from within the past 5 years
and from either (small to large) national publications or major local
publications regarding how the old "used car salesman" technique of
sales, whereby a salesperson does his or her pitch and then turns it
over to someone else in the office (a manager, or someone else
pretending to be a manager) to close the deal, and how it is less
effective than more modern customer focused selling sales techniques
(SPIN selling) where a salesperson handles the customer's needs from
start to finish and establishes (and where industry appropriate,
maintains) a relationship with the client.  I don't need the articles
themselves, just enough bibliographic information to purchase the
article myself.  Example citation:  "Used Car Sales Turnover Technique
Now Seen as Outdated;" Janet Jones; December 1, 2001; Los Angeles
Times.  I'm not necessarily looking for articles about used car sales
people, per se, I'm looking for articles about how and why the
"turnover" sales technique is out of favor and ineffective.

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Clarification of Question by logicalboyla-ga on 17 Jan 2003 18:14 PST

I will tip $25 per article that meets the above criteria that
specifically addresses apartment sales.

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Request for Question Clarification by luciaphile-ga on 18 Jan 2003 05:30 PST

Hi logicalboyla-ga,

Would articles from business or trade journals be acceptable? And just
to clarify, my understanding is the articles don't need to be specific
to the used car market, but should be specific to the technique's
ineffectivity--correct?

Regards,
luciaphile-ga

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Clarification of Question by logicalboyla-ga on 18 Jan 2003 06:16 PST

Business and trade journals would be more than acceptable--preferable
even.  I implicitly included them under "national" publications, but I
could have been more clear.

And the goal is in fact to show the technique's ineffectiveness; I
referenced the used car market because that's where the technique is
most notoriously used.

It's also used extensively in the Holiday Ownership (time-share)
market. We have a genuine interest in the schemes, but have so far
refused to buy because after we have established a rapport with the
sales assistant, we have been handed over to a hard-sell manager who
has tried to force us to accept a financing package. We are only
interested in paying in full up front. So guess what, what they are
really selling is financing....