Fail fast, sell well: The contingent impact of failing fast on salesperson performance
Sign Up to like & getrecommendations! Published in 2019 at "Industrial Marketing Management"
DOI: 10.1016/j.indmarman.2019.01.007
Abstract: Abstract Sales is a profession that faces an inordinate amount of failure. When salespeople fail and face rejection from customers, the consequences are widespread and lasting. Perhaps, rather than aiming to prevent inevitable failures, salespeople… read more here.
Keywords: fast sell; performance; failure; failing fast ... See more keywords
How to Choose Your Next Top Salesperson: Multiple-Criteria Approach
Sign Up to like & getrecommendations! Published in 2017 at "Business Systems Research"
DOI: 10.1515/bsrj-2017-0008
Abstract: Background: Choosing the most suitable candidate for the position of salesperson is indeed a complex task for managers because several criteria important for the position should be taken into consideration. Such a choice should be… read more here.
Keywords: salesperson; position; ahp model; multiple criteria ... See more keywords