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- W2056713212 abstract "This article fills a gap in the sales literature by focusing on an acute stressor, loss of a major sale or account, and by providing a framework to study sales relationship dissolution as a negative life event. Data were obtained through 16 in-depth interviews with salespersons from a variety of industries. All informants described themselves as generally successful while having lost a major account or new business in the recent past. The article is composed of the following sections: (1) a summary of relevant research from stress, sales management, and relationship literatures; (2) an explanation of the methodology; and (3) a summary of themes and metaphors evoked by salespersons, communicating the experience of loss as a negative life stressor." @default.
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- W2056713212 date "1997-10-01" @default.
- W2056713212 modified "2023-09-23" @default.
- W2056713212 title "Salesperson response to loss of a major account: A qualitative analysis" @default.
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- W2056713212 doi "https://doi.org/10.1016/s0148-2963(97)00018-0" @default.
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