The selling cycle: An exploratory study of its variations and correlates in sales organizations

Thomas R. Wotruba, Linda Rochford

Research output: Contribution to journalArticlepeer-review

1 Scopus citations

Abstract

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.

Original languageEnglish (US)
Pages (from-to)49-59
Number of pages11
JournalJournal of Promotion Management
Volume5
Issue number2
DOIs
StatePublished - Jan 1 2000
Externally publishedYes

Keywords

  • Customer orientation
  • Sales management
  • Selling cycle

Fingerprint Dive into the research topics of 'The selling cycle: An exploratory study of its variations and correlates in sales organizations'. Together they form a unique fingerprint.

Cite this