{
  "title": "After the signature: what a sales handover needs to convey",
  "url": "https://www.shr.swiss/blog/vente-fribourg-passation-commerciale-realisation-en",
  "language": "en",
  "datePublished": "2025-05-17",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "A signed proposal does not automatically convey what the salesperson has understood. Research invites us to examine what the delivery team can actually reconstruct.",
  "section": "Research",
  "topic": "High-Value Selling",
  "place": {
    "name": "Fribourg",
    "region": "Fribourg",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Colin Camerer, George Loewenstein and Martin Weber (1989, Journal of Political Economy) demonstrate experimentally that possessing information can make it difficult to assess the judgement of people who lack it."
    },
    {
      "heading": "Handing over a file is not the same as transferring understanding",
      "point": "Gabriel Szulanski (1996, Strategic Management Journal) examines the difficulties of transferring best practices within firms."
    },
    {
      "heading": "The premature conclusion",
      "point": "One might conclude that adding detail to the file or requiring another meeting is enough."
    },
    {
      "heading": "What the evidence does not allow us to promise",
      "point": "An economic experiment and a study of best-practice transfer do not constitute a direct evaluation of handovers between sales and delivery."
    },
    {
      "heading": "A practical check in Fribourg",
      "point": "As part of SHR's “Vente à forte valeur ajoutée” programme, an exercise could be offered in Fribourg using files from the agri-food sector, bilingual industry or services for the university hub."
    }
  ],
  "sources": [
    {
      "authors": "Weber",
      "year": "1989",
      "source": "Journal of Political Economy"
    },
    {
      "authors": "Szulanski",
      "year": "1996",
      "source": "Strategic Management Journal"
    }
  ],
  "wordCount": 417,
  "image": "https://www.shr.swiss/img/blog-Training-High-Value-Selling-Fribourg-vente-fribourg-passation-commerciale-realisation-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/vente-fribourg-passation-commerciale-realisation",
    "en": "https://www.shr.swiss/blog/vente-fribourg-passation-commerciale-realisation-en",
    "de": "https://www.shr.swiss/blog/vente-fribourg-passation-commerciale-realisation-de",
    "it": "https://www.shr.swiss/blog/vente-fribourg-passation-commerciale-realisation-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation-vente-forte-valeur-fribourg",
    "city": "https://www.shr.swiss/formations-ville/fribourg",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}