On encountering a prospect whom they believe unlikely to make a purchase, some retail salespeople adopt a sales strategy of limiting engagement with the customer, relying on a “no conversion, no conversation” (NC²) sales strategy. Is this a good or bad sales strategy? Based on a multisource dataset combining salespeople and objective sales performance data, the authors examine retail salespeople’s performance consequences of disengaging from a customer, i.e., of the NC² sales strategy. Higher sales performance and sales growth arises from the use of an NC² sales strategy when (1) salespeople are experienced professionals skilled in gauging customers’ purchase likelihood, (2) store traffic is high, and (3) salespeople are oriented to building lasting customer relationships. However, (4) when store traffic is low and peers use the NC² sales strategy as well, this customer disengagement strategy yields lower returns for salespeople.

一些零售销售人员遇到他们认为不太可能购买的潜在客户时，就采取了一种限制与客户互动的销售策略，并依靠“不转换，不交谈”（NC ²）销售策略。这是好是坏的销售策略？基于结合销售人员和客观销售绩效数据的多源数据集，作者检查了零售销售人员与客户脱节的绩效后果，即NC ²销售策略。使用NC ^2带来更高的销售业绩和销售增长当（1）销售人员是经验丰富的专家来衡量客户的购买可能性时的销售策略；（2）商店的流量很高；（3）销售人员旨在建立持久的客户关系。但是，（4）当商店的流量较低并且同龄人也使用NC ²销售策略时，此客户脱离策略会给销售人员带来较低的回报。