{
  "title": "Sales reviews: does critical information reach the table?",
  "url": "https://www.shr.swiss/blog/revue-commerciale-informations-decisives-bale-en",
  "language": "en",
  "datePublished": "2025-06-08",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Bringing together the people who know an opportunity does not guarantee that they will pool their information. Research invites us to examine what the discussion leaves out.",
  "section": "Research",
  "topic": "High-Value Selling",
  "place": {
    "name": "Basel",
    "region": "Bâle-Ville",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Garold Stasser and William Titus (1985, Journal of Personality and Social Psychology) demonstrated experimentally that group discussion can favour information already known to everyone over information held by only some members."
    },
    {
      "heading": "The interpersonal risk of speaking up",
      "point": "Amy Edmondson (1999, Administrative Science Quarterly) observed an association between team psychological safety and learning behaviours."
    },
    {
      "heading": "The premature conclusion",
      "point": "One might conclude that simply asking everyone for their opinion before closing the review is enough."
    },
    {
      "heading": "What the evidence does not establish",
      "point": "The information-sharing experiment did not concern complex sales, and the psychological safety study was not a controlled trial of a sales review method."
    },
    {
      "heading": "A practical check in Bâle",
      "point": "As part of SHR's « Vente à forte valeur ajoutée » programme, an exercise in Basel could focus on proposals for pharmaceutical and life sciences clients involving Rhine logistics or international R&D teams."
    }
  ],
  "sources": [
    {
      "authors": "Titus",
      "year": "1985",
      "source": "Journal of Personality and Social Psychology"
    },
    {
      "authors": "Edmondson",
      "year": "1999",
      "source": "Administrative Science Quarterly"
    }
  ],
  "wordCount": 440,
  "image": "https://www.shr.swiss/img/blog-Training-High-Value-Selling-Basel-revue-commerciale-informations-decisives-bale-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/revue-commerciale-informations-decisives-bale",
    "en": "https://www.shr.swiss/blog/revue-commerciale-informations-decisives-bale-en",
    "de": "https://www.shr.swiss/blog/revue-commerciale-informations-decisives-bale-de",
    "it": "https://www.shr.swiss/blog/revue-commerciale-informations-decisives-bale-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation-vente-forte-valeur-bale",
    "city": "https://www.shr.swiss/formations-ville/bale",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}