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Why salespeople fail

  • Published:1992-08 Issue:3 Volume:21 Page:225-230
  • ISSN:0019-8501
  • Container-title:Industrial Marketing Management
  • language:en
  • Short-container-title:Industrial Marketing Management

Author:

Ingram Thomas N.,Schwepker Charles H.,Hutson Don

Publisher

Elsevier BV

Subject

Marketing

Reference19 articles.

1. Improving Sales Force Productivity: A Critical Examination of the Personal Selling Process;Ingram;Review of Business,1990

2. Improving Sales Force Productivity: A Critical Examination of the Personal Selling Process;Ingam;Review of Business,1990

3. Hey, Where's My Survey of Selling Costs?;Sales and Marketing Management,1991

4. Salespeople and Sales Managers Disagree on How to Boost Sales;Marketing Times,1990

5. Where the Jobs Are is Where the Skills Aren't;Bernstein;Business Week,1988

Cited by 72 articles. 订阅此论文施引文献 订阅此论文施引文献，注册后可以免费订阅5篇论文的施引文献，订阅后可以查看论文全部施引文献

1. The Impact of Listening on Tourist Satisfaction and Trust in Tour Guides;Journal of Law and Sustainable Development;2023-12-04

2. How does online banking influence the account manager’s job? Cases of Tunisian and Romanian banks;Recherches en Sciences de Gestion;2021-12-16

3. The Role of Salespeople in Value Co-Creation and Its Impact on Sales Performance;Journal of Business-to-Business Marketing;2021-10-02

4. An 8-nation empirical test of three interpersonal listening techniques;Journal of Marketing Theory and Practice;2021-08-02

5. Toward a new perspective on salesperson success and motivation: a trifocal framework;Journal of Personal Selling & Sales Management;2020-08-31
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