The Most Critical Problem for the Fledgling Small Business: Getting Sales

Harriet Buckman Stephenson

Entrepreneurship Theory and Practice, 1984, vol. 9, issue 1, 26-33

Abstract: The most pressing problem of small business owners is how to get sales now and in the future. Items such as inflation, taxes, government regulation, costs of paper work, etc. become more important as a small business moves beyond stage 1 and possibly 2. Yet even then, how to get customers should still be the significant focus. Many entrepreneurs, especially providers of services, rely almost exclusively on word-of-mouth, which is often ineffectively utilized and, as the major source of business, should not be relied on. The entire selling process must be focused on in the first stage to change the survival rate of small businesses.

Date: 1984
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Persistent link: https://EconPapers.repec.org/RePEc:sae:entthe:v:9:y:1984:i:1:p:26-33

DOI: 10.1177/104225878400900104

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