Analyzing sales proposal rejections via machine learning

The sales profession is fraught with customer rejection and defections. Understanding why customers say "no" to a sales proposal is complex given that factors at the organizational-, individual-, and interactional-level are synthesized in the customer's decision-making process. Academ...

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Veröffentlicht in:	The Journal of personal selling & sales management 2023-01, Vol.43 (1), p.24-45
Hauptverfasser:	Nguyen, Peter, Friend, Scott B., Chase, Kevin S., Johnson, Jeff S.
Format:	Artikel
Sprache:	eng
Schlagworte:	Machine learning part-of-speech tagging Sales proposal rejections topic modeling unstructured data
Online-Zugang:	Volltext
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