search query: @freeterm VERKAUFSABTEILUNG, VERTRETEREINSATZ / total: 5
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| Author: | Ingram, T. N. Schwepker, C. H. Hutson, D. |
| Title: | Why salespeople fail |
| Journal: | Industrial Marketing Management
1992 : AUG, VOL. 21:3, p. 225-230 |
| Index terms: | |
| Freeterms: | VERKAUFSABTEILUNG, VERTRETEREINSATZ |
| Language: | eng |
| Abstract: | Factors considered to be most significant in contributing to salesperson failure were identified by examining the survey responses of 126 sales executives. The results suggest that those factors most significant in contributing to salesperson failure may be addressed through training and motivational techniques. Furthermore, deficiencies in these areas may negatively affect relationship selling efforts, thereby severely affecting overall salesforce performance in an increasingly competitive marketplace. |
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