Salesperson Failure: Definition, Determinants, And Outcomes

Although a considerable body of research concerning sales force performance exists, little attention has been focused on the issue of failing in selling. This article presents a conceptual model for examining failure which includes the nature of failure itself, as well as its antecedents and outcomes. Results of a cross-sectional survey of industrial sales managers are summarized. Specific issues addressed include the definition of failure, attitudes and expectations toward failure, perceived causes of failure, policies for addressing failure, and its outcomes. Relationships among key failure-related variables are investigated. © 1994 Taylor & Francis Group, LLC