Preparing for, withstanding, and learning from sales crises

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dc.contributor.author Dugan, Riley
dc.contributor.author Chaker, Nawar N.
dc.contributor.author Nowlin, Edward
dc.contributor.author Deeter-Schmelz, Dawn
dc.contributor.author Rangarajan, Deva
dc.contributor.author Agnihotri, Raj
dc.contributor.author Itani, Omar S.
dc.date.accessioned 2022-10-25T06:46:32Z
dc.date.available 2022-10-25T06:46:32Z
dc.date.copyright 2022 en_US
dc.date.issued 2022-10-25
dc.identifier.issn 0885-3134 en_US
dc.identifier.uri http://hdl.handle.net/10725/14122
dc.description.abstract The response from many firms to the recent COVID-19 crisis underscores a more fundamental and overarching question: How should salespeople and their firms prepare for and respond to sales crises more generally? In response, a group of sales scholars recently convened at the American Marketing Association’s Winter Conference to discuss the challenges and opportunities facing salespeople and their firms before, during, and after a sales crisis. Thus, based on this session and subsequent follow-up discussions, this paper develops a framework detailing how the sales function should prepare for, withstand, and learn from a sales crisis. In so doing, we argue that sales crises can originate internally and externally to an organization and can impact the entire sales organization, the sales manager, and/or individual salespeople. Moreover, viewing a sales crisis simply as a turning point rather than a devastating event, we highlight the implications for salespeople and their managers who must inevitably deal with sales crises and the changes involved. Finally, we conclude with potential future directions for sales scholars interested in exploring the impact of crises on the sales function, as the next sales crisis is likely just around the corner. en_US
dc.language.iso en en_US
dc.title Preparing for, withstanding, and learning from sales crises en_US
dc.type Article en_US
dc.description.version Published en_US
dc.title.subtitle implications and a future research agenda en_US
dc.author.school SOB en_US
dc.author.idnumber 200501701 en_US
dc.author.department Hospitality Management And Marketing en_US
dc.relation.journal Journal of Personal Selling & Sales Management en_US
dc.article.pages 1-6 en_US
dc.keywords Sales crisis en_US
dc.keywords Salesperson performance en_US
dc.keywords Crisis response en_US
dc.keywords Crisis framework en_US
dc.keywords COVID-19 en_US
dc.identifier.doi https://doi.org/10.1080/08853134.2022.2108821 en_US
dc.identifier.ctation Dugan, R., Chaker, N. N., Nowlin, E., Deeter-Schmelz, D., Rangarajan, D., Agnihotri, R., & Itani, O. S. (2022). Preparing for, withstanding, and learning from sales crises: Implications and a future research agenda. Journal of Personal Selling & Sales Management, 1-16. en_US
dc.author.email omar.itani@lau.edu.lb en_US
dc.identifier.tou http://libraries.lau.edu.lb/research/laur/terms-of-use/articles.php en_US
dc.identifier.url https://www.tandfonline.com/doi/full/10.1080/08853134.2022.2108821 en_US
dc.orcid.id https://orcid.org/0000-0003-2258-7837 en_US
dc.author.affiliation Lebanese American University en_US

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