Fail fast, sell well : the contingent impact of failing fast on salesperson performance
Scott B. Friend, Kumar Rakesh Ranjan, Jeff S. Johnson
| Year of publication: |
2019
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|---|---|
| Authors: | Friend, Scott B. ; Ranjan, Kumar Rakesh ; Johnson, Jeff S. |
| Published in: |
Industrial marketing management : the international journal for industrial and high-tech firms. - New York, NY [u.a.] : Elsevier, ISSN 0019-8501, ZDB-ID 120124-4. - Vol. 82.2019, p. 265-275
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| Subject: | Business-to-business sales | Failing fast | Sales failure | Sales performance | Sensemaking | Survey | Verkaufspersonal | Salespeople | Verkauf | Selling | B-to-B-Marketing | Business-to-business marketing | Erfolgsfaktor | Success factor | Absatz | Sales | Performance-Messung | Performance measurement |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.indmarman.2019.01.007 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10012128080