SHORT TAKES

Abstract

Good salespeople have a lot in common—no matter what their industry. That's the finding of an ongoing research study that compares the practices of the top 50% of business‐to‐business salespeople with the bottom 50% in 40 companies representing a broad range of industries. The study is being conducted by MOHR Development, Inc., a research‐based sales consulting and training firm in Ridgefield, Conn. More than 1,000 salespeople have participated thus far.

Citation

(2000), "SHORT TAKES", Journal of Business Strategy, Vol. 21 No. 3, pp. 3-4. https://doi.org/10.1108/eb040079