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- W144477455 abstract "When salespeople fail, the consequences are dramatic—and the impact can be long-term. A key question facing sales managers concerns where the ultimate responsibility for a salesperson’s failure 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. This article advances the position that salesperson failure, despite the situation, rests ultimately with the sales management team." @default.
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- W144477455 date "1999-01-01" @default.
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- W144477455 title "Salesperson Failure" @default.
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- W144477455 doi "https://doi.org/10.1016/s0019-8501(98)00018-2" @default.
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