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The Most Critical Problem for the Fledgling Small Business: Getting Sales

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  • Harriet Buckman Stephenson

Abstract

The most pressing problem of small business owners is how to get sales now and in the future. Items such as inflation, taxes, government regulation, costs of paper work, etc. become more important as a small business moves beyond stage 1 and possibly 2. Yet even then, how to get customers should still be the significant focus. Many entrepreneurs, especially providers of services, rely almost exclusively on word-of-mouth, which is often ineffectively utilized and, as the major source of business, should not be relied on. The entire selling process must be focused on in the first stage to change the survival rate of small businesses.

Suggested Citation

  • Harriet Buckman Stephenson, 1984. "The Most Critical Problem for the Fledgling Small Business: Getting Sales," Entrepreneurship Theory and Practice, , vol. 9(1), pages 26-33, July.
  • Handle: RePEc:sae:entthe:v:9:y:1984:i:1:p:26-33
    DOI: 10.1177/104225878400900104
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    Cited by:

    1. Peters, Michael P. & Brush, Candida G., 1996. "Market information scanning activities and growth in new ventures: A comparison of service and manufacturing businesses," Journal of Business Research, Elsevier, vol. 36(1), pages 81-89, May.
    2. Tom K. Massey Jr., 1986. "Computers in Small Business: A Case of Under-Utilization," Entrepreneurship Theory and Practice, , vol. 11(2), pages 51-60, October.

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