Uwarunkowania oraz konsekwencje wymuszonej fluktuacji sprzedawców
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 m...
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| Format: | Article |
| Language: | English |
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University of Warsaw
2016-01-01
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| Series: | Studia i Materiały |
| Subjects: | |
| Online Access: | https://press.wz.uw.edu.pl/sim/vol2016/iss3/15/ |
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| _version_ | 1849339380468023296 |
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| author | Krzysztof Cybulski |
| author_facet | Krzysztof Cybulski |
| author_sort | Krzysztof Cybulski |
| collection | DOAJ |
| description | 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. |
| format | Article |
| id | doaj-art-ff8e16c56f2e41daa90dc127b4d202cf |
| institution | Kabale University |
| issn | 1733-9758 |
| language | English |
| publishDate | 2016-01-01 |
| publisher | University of Warsaw |
| record_format | Article |
| series | Studia i Materiały |
| spelling | doaj-art-ff8e16c56f2e41daa90dc127b4d202cf2025-08-20T03:44:07ZengUniversity of WarsawStudia i Materiały1733-97582016-01-0120162, cz. 219420010.7172/1733-9758.2016.22.15Uwarunkowania oraz konsekwencje wymuszonej fluktuacji sprzedawcówKrzysztof Cybulski0Wydział Zarządzania, Uniwersytet WarszawskiBoth 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.https://press.wz.uw.edu.pl/sim/vol2016/iss3/15/involuntary turnover of salespeopleturnover costscauses of involuntary turnoverturnover consequencesreduction of salespeople turnover level |
| spellingShingle | Krzysztof Cybulski Uwarunkowania oraz konsekwencje wymuszonej fluktuacji sprzedawców Studia i Materiały involuntary turnover of salespeople turnover costs causes of involuntary turnover turnover consequences reduction of salespeople turnover level |
| title | Uwarunkowania oraz konsekwencje wymuszonej fluktuacji sprzedawców |
| title_full | Uwarunkowania oraz konsekwencje wymuszonej fluktuacji sprzedawców |
| title_fullStr | Uwarunkowania oraz konsekwencje wymuszonej fluktuacji sprzedawców |
| title_full_unstemmed | Uwarunkowania oraz konsekwencje wymuszonej fluktuacji sprzedawców |
| title_short | Uwarunkowania oraz konsekwencje wymuszonej fluktuacji sprzedawców |
| title_sort | uwarunkowania oraz konsekwencje wymuszonej fluktuacji sprzedawcow |
| topic | involuntary turnover of salespeople turnover costs causes of involuntary turnover turnover consequences reduction of salespeople turnover level |
| url | https://press.wz.uw.edu.pl/sim/vol2016/iss3/15/ |
| work_keys_str_mv | AT krzysztofcybulski uwarunkowaniaorazkonsekwencjewymuszonejfluktuacjisprzedawcow |