The selling cycle: An exploratory study of its variations and correlates in sales organizations

The selling cycle, a measure of calendar time from the initiation to the completion of a sale, is a significant factor in planning and assessing sales force deployment. Empirically-based analyses of the selling cycle are nonexistent, however. This paper reports an exploratory study of selected relationships involving the length of the selling cycle in various selling situations and in different types of sales organizations, and then concludes with management implications and further research ideas.