{
  "title": "Sales opportunities: when should you stop investing?",
  "url": "https://www.shr.swiss/blog/opportunite-commerciale-quand-cesser-investir-en",
  "language": "en",
  "datePublished": "2025-09-27",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Complex selling requires persistence. It also requires distinguishing reasons to continue from effort that can no longer be recovered.",
  "section": "Research",
  "topic": "High-Value Selling",
  "place": {
    "name": "Sion",
    "region": "Valais",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Hal R."
    },
    {
      "heading": "Responsibility can sustain commitment",
      "point": "Barry M."
    },
    {
      "heading": "The premature conclusion",
      "point": "One might conclude that any sale taking too long should be abandoned quickly."
    },
    {
      "heading": "What these findings cannot decide",
      "point": "These studies do not directly examine Swiss B2B sales teams and provide no universal stopping threshold."
    },
    {
      "heading": "A practical check in Sion",
      "point": "Within the “Vente à forte valeur ajoutée” programme offered by SHR — Swiss Human Resources, an exercise applicable in Sion would be to review opportunities involving hydropower, healthcare, viticulture or Alpine tourism before authorising another study or proposal."
    }
  ],
  "sources": [
    {
      "authors": "Blumer",
      "year": "1985",
      "source": "Organizational Behavior and Human Decision Processes"
    },
    {
      "authors": "Staw",
      "year": "1976",
      "source": "Organizational Behavior and Human Performance"
    }
  ],
  "wordCount": 423,
  "image": "https://www.shr.swiss/img/blog-Training-High-Value-Selling-Sion-opportunite-commerciale-quand-cesser-investir-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/opportunite-commerciale-quand-cesser-investir",
    "en": "https://www.shr.swiss/blog/opportunite-commerciale-quand-cesser-investir-en",
    "de": "https://www.shr.swiss/blog/opportunite-commerciale-quand-cesser-investir-de",
    "it": "https://www.shr.swiss/blog/opportunite-commerciale-quand-cesser-investir-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation/vente-forte-valeur/sion",
    "city": "https://www.shr.swiss/formations-ville/sion",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}