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Understanding and motivating salesperson resilience |
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| Authors: | Good Valerie Hughes Douglas E LaBrecque Alexander C |
| Institution: | 1.Department of Marketing, Seidman College of Business, Grand Valley State University, 50 Front Ave SW, Grand Rapids, MI, 49504, USA ;2.School of Marketing and Innovation, Muma College of Business, University of South Florida, 4202 East Fowler Ave., BSN3231, FL, 33620-5500, Tampa, USA ;3.Department of Marketing, Eli Broad College of Business, Michigan State University, 632 Bogue St, East Lansing, MI, 48825, USA ; |
| Abstract: | Marketing Letters - Prior research has shown that approximately half of salespeople fail to achieve their targets each year. Not only is the role difficult but also sales jobs are often marked by... |
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