Why Salespeople Fail to Gain Commitment

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There are many reasons why sales are not completed; sometimes it is due to variables beyond the control of the salesperson, but often it’s due to a failure to gain commitment. Why–after investing all the time and effort in prospecting, qualifying, and making the presentation–would a salesperson not attempt to gain commitment from the buyer?


  • In a well crafted 2- to 3-page paper (not including the cover page and reference section), analyze and respond to this dilemma: What are some reasons why salespeople fail to gain commitment?
  • Demonstrate your knowledge of the material covered in this module and the week’s readings.
  • Support your answers with citations from the textbook or relevant scholarly journal articles (The CSU-Global Library is an excellent place to search out these resources). Make sure you follow APA style on those in-text citations and reference section!
  • Your paper should follow CSU-Global guidelines for APA style. You are partly graded on the quality of your writing, so make sure you employ to excellent writing mechanics. Check out the Tools for Effective Writing at the CSU-Global Library if you need help with your writing style. Be sure you create a well structured paper that flows logically and smoothly.

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