haku: @author Dubinsky, A. / yhteensä: 2
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| Tekijä: | Dubinsky, A. |
| Otsikko: | Salesperson failure: sales management is the key |
| Lehti: | Industrial Marketing Management
1999 : JAN, VOL. 28:1, p. 7-18 |
| Asiasana: | INDUSTRIAL MARKETING MANAGEMENT SALESPEOPLE |
| Kieli: | eng |
| Tiivistelmä: | When salespeople fail, the consequences are dramatic -- and the impact may be long-term. A key question facing sales managers concerns where the ultimate responsibility for a salesperson's future lies. Does it reside solely with the salesperson? With the company? With the sales management team? With some combination of this tripartite? Previous research suggests that sales managers are especially prone to attribute failure to the salesperson and much less inclined to assume culpability for it. |
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