Concepedia

Sales Cycle Analysis

Sales Cycle Analysis is a methodological construct in sales pipeline management that systematically examines the duration, stages, and conversion rates of individual sales processes to identify performance patterns and optimize forecasting accuracy.

17

Publications

569

Citations

40

Authors

19

Institutions

Publications per year

2017–2026

4

Parents

Publications

17

Understanding what your sales manager is up against.

Barry Trailer, Jim Dickie · PubMed · 2006 · 138 citations

, , +13

Weathering Tight Economic Times: The Sales Evolution of Consumer Durables Over the Business Cycle

Barbara Deleersnyder, Marnik G. Dekimpe, Miklós Sárváry et al. · Quantitative Marketing and Economics · 2004 · 129 citations

, , +15

Trade Shows: An Effective Promotional Tool for the Small Industrial Business

John M. Browning, Ronald J. Adams · Journal of Small Business Management · 1988 · 54 citations

, , +13

Testing an Enhanced, Process-Based View of the Sales Process

Christopher R. Plouffe, Yvette Holmes Nelson, Frederik Beuk · Journal of Personal Selling and Sales Management · 2013 · 39 citations

, , +14

Customer Relationship Strategies and the Smoothing of Industry-Specific Business Cycles

Kimmo Alajoutsijärvi, Mats B. Klint, Henrikki Tikkanen · Industrial Marketing Management · 2001 · 39 citations

, , +12

1–5 of 17

Authors

40

  1. EP
    Ekaterina P. Garina

    Nizhny Novgorod State Technical University, Russia

    1 publications · 11 citations

    1

    h-index

  2. JD
    Jim Dickie

    1 publications · 138 citations

    1

    h-index

  3. KA
    Kimmo Alajoutsijärvi

    University of Oulu, Finland

    1 publications · 39 citations

    1

    h-index

  4. HB
    Harry Bouwman

    Delft University of Technology, Netherlands

    1 publications · 24 citations

    1

    h-index

  5. DC
    Dipak C. Jain

    Northwestern University, United States

    1 publications · 13 citations

    1

    h-index

1–5 of 40

Institutions

19

  1. INSEAD

    Fontainebleau, France

    1 h-index

    2 publications

    258 citations

  2. Indiana University Kokomo

    Kokomo, United States

    1 h-index

    1 publications

    22 citations

  3. University of Southern Denmark

    Odense, Denmark

    1 h-index

    2 publications

    34 citations

  4. Beijing Wuzi University

    Beijing, China

    1 h-index

    3 publications

    30 citations

  5. Nizhny Novgorod State Technical University

    Nizhny Novgorod, Russia

    1 h-index

    2 publications

    22 citations

  6. University of Richmond

    Richmond, United States

    1 h-index

    2 publications

    26 citations

  7. Otsuma Women's University

    Tokyo, Japan

    1 h-index

    1 publications

    13 citations

  8. Nanjing University

    Nanjing, China

    1 h-index

    1 publications

    13 citations

1–8 of 19

Venues

  1. Industrial Marketing Management

    2 publications · 53 citations

    2

    h-index

  2. Information & Management

    1 publications · 15 citations

    1

    h-index

  3. The Journal of Marketing Theory and Practice

    JMTP · 1 publications · 22 citations

    1

    h-index

  4. Journal of Personal Selling and Sales Management

    JPSSM · 1 publications · 39 citations

    1

    h-index

  5. Journal of Small Business Management

    JSBM · 1 publications · 54 citations

    1

    h-index

1–5