TY - JOUR
T1 - The selling cycle
T2 - An exploratory study of its variations and correlates in sales organizations
AU - Wotruba, Thomas R.
AU - Rochford, Linda
PY - 2000/1/1
Y1 - 2000/1/1
N2 - The selling cycle, a measure of calendar time from the initiation to the completion of a sale, is a significant factor in planning and assessing sales force deployment. Empirically-based analyses of the selling cycle are nonexistent, however. This paper reports an exploratory study of selected relationships involving the length of the selling cycle in various selling situations and in different types of sales organizations, and then concludes with management implications and further research ideas.
AB - The selling cycle, a measure of calendar time from the initiation to the completion of a sale, is a significant factor in planning and assessing sales force deployment. Empirically-based analyses of the selling cycle are nonexistent, however. This paper reports an exploratory study of selected relationships involving the length of the selling cycle in various selling situations and in different types of sales organizations, and then concludes with management implications and further research ideas.
KW - Customer orientation
KW - Sales management
KW - Selling cycle
UR - http://www.scopus.com/inward/record.url?scp=85023569167&partnerID=8YFLogxK
UR - http://www.scopus.com/inward/citedby.url?scp=85023569167&partnerID=8YFLogxK
U2 - 10.1300/J057v05n02_05
DO - 10.1300/J057v05n02_05
M3 - Article
AN - SCOPUS:85023569167
SN - 1049-6491
VL - 5
SP - 49
EP - 59
JO - Journal of Promotion Management
JF - Journal of Promotion Management
IS - 2
ER -