| 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. |
