Why Are You Really Winning and Losing Deals: A Customer Perspective on Determinants of Sales Failure
Understanding the determinants of sales success and sales failure has organization wide implications, ranging from an improved salesforce to improved corporate performance. However, a paucity of research on sales failure has resulted in an under-conceptualized field largely built on assumptions. Thi...
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ScholarWorks @ Georgia State University
2010
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| Online Access: | http://scholarworks.gsu.edu/marketing_diss/16 http://scholarworks.gsu.edu/cgi/viewcontent.cgi?article=1015&context=marketing_diss |