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- W2054220912 abstract "The failure of management to recognize frustration in sales personnel, or management's failure to manage frustration appropriately, can result in salespersons engaging in counter-productive behaviors that may lead to low sales productivity, a failure to achieve sales objectives, or customer ill-will. Salespeople must be equipped to work successfully in potentially frustrating situations. This article reports the results of a study that suggest which selling techniques can assist salespeople in reducing or avoiding commonly occuring frustrating sales situations." @default.
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- W2054220912 title "Techniques that reduce salesforce frustration" @default.
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- W2054220912 doi "https://doi.org/10.1016/0019-8501(80)90023-1" @default.
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