The Impact of
Sales failure on salespeople attributions
Made by “Resource - challenged” and
Mentor : Dr Santosh kumar.
Roll No. 18
PGDPM- 1st Batch
Aim of project
To study & analysis of attribution for sales
Impact of sales failure on sales people .
Assumption : Every sales people have or had
failure in their day to day practice. for that I
include those are 0- 5 experience, with age
22- 28, gender - male)
Sales: A sale is the act of selling of products or services
in return for money or other compensation. It is an act
of completion of a commercial activity.
Med. Rep- Medical representatives are a key link
between medical and pharmaceutical companies and
healthcare professionals, according to Prospects. A
medical representative provides information about
medicines and drugs available to those who prescribe
Failure refers to the state or condition of not meeting a
desirable or intended objective, and may be viewed as
the opposite of success. Product failure ranges from
failure to sell the product to fracture of the product.
Why Sale failure:
Resource :A resource is any physical or virtual entity of limited
availability that needs to be consumed to obtain a benefit from it.
In most cases, commercial or even non-commercial factors require
resource allocation through resource management.
There are two types of resources; renewable and non-renewable.
With help of Focus group Discussion I decided to choose sales
failure for my dissertation by using personal interview as tool for
Losing a sale may significantly affect employee morale and work
efforts as well as corporate performance.
The sales literature has primarily examined the type of
attributions salespeople make following a sales failure to better
understand how they might adjust their subsequent selling
behaviors and efforts.
Prior research in this area has centered on past performance
and individual differences as the basis for salespeople attributing
a cause for a sales loss.
Although relevant, such factors are limiting in that they only
account for certain situational and personal variables as the basis
for salespeople assigning cause for their failures.
primary data source.
Research instruments :
Likert scale is used to respond to the following statements
(1 = strongly disagree to 6 = strongly agree).)
Primary sales representative
30 Sales people from Pharmaceutical company
Non- probability, convenient sampling
Resource-challenged salespeople will make external
attributions, while, conversely,
(b) Resource-secure salespeople will make internal
attributions to account for a sales failure.
Internal or external factor caused the sales failure.
Each attribution measure consisted of three items.
A total of five attribution measures
Three internal—lack of effort, lack of ability, and
Two external—difficulty of sale and bad luck were
Finally at the end of questionnaire, internal locus of
Measuring Internal Locus of Control
Ability to perform
X- axis- internal locus of control
Y- axis – response in %
It is important to understand that changes over the course of
a salesperson’s career can impact how certain resources are
Early stages: managers can nurture these feelings with training,
exposure to knowledge resources, and the prospects of
promotion , career development opportunities.
Later career stage : Salespeople may value ways to increase
earnings and job security. Managers might respond with more
variable compensation plans and the reassurance that consistent
performance should lead to continued employment.
The ultimate goal here would be to learn from the recent failure
to ensure that subsequent failures do not occur.