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Determinants and Consequences of Involuntary Turnover of Sales Personnel (Uwarunkowania oraz konsekwencje wymuszonej fluktuacji sprzedawcow)

Krzysztof Cybulski ()
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Krzysztof Cybulski: Wydzial Zarzadzania, Uniwersytet Warszawski

Research Reports, 2016, vol. 2, issue 22, 194-200

Abstract: Both voluntary and involuntary turnover of sales personnel has a costly and troublesome impact on virtually all firms operating in different industries. In this paper the author argues that an increasingly important phenomenon of especially involuntary sales force turnover derives mostly from poor managerial practices and, to a certain extent, reflects the inability of sales managers to deal with sales teams problems. An accurate analysis of the phenomenon allowed for identifying practical solutions and showing specific necessary actions that would reduce the volume of sales force involuntary turnover and curb its negative consequences.

Keywords: involuntary turnover of salespeople; turnover costs; causes of involuntary turnover; turnover consequences; reduction of salespeople turnover level. (search for similar items in EconPapers)
JEL-codes: A12 (search for similar items in EconPapers)
Date: 2016
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