Analysis of the impact of goods characteristics on the results of personal selling

Victoria Atiushkina, Anastasia Zhekul
{"title":"Analysis of the impact of goods characteristics on the results of personal selling","authors":"Victoria Atiushkina, Anastasia Zhekul","doi":"10.15276/MDT.3.1.2019.3","DOIUrl":null,"url":null,"abstract":"The article deals with the relationship between the characteristics of the product and the results of its selling, identifying the search direction of relevant characteristics of the goods. The article proposes an algorithm for determining the relevant characteristics of the product or service for the purpose of increasing sale due personal selling. Goods characteristics are analyzed based on their importance, influence and significance determined by the results of consumer survey in the process of personal selling. To identify the significant characteristics of the product a search area was developed, which is based on different approaches to the classification of characteristics of the product (services). The evaluation of the influence of significant characteristics (service efficiency, reliability, company reputation) on the result of the personal selling was carried out on the single example.","PeriodicalId":404906,"journal":{"name":"Marketing and Digital Technologies","volume":"5 1","pages":"0"},"PeriodicalIF":0.0000,"publicationDate":"2019-03-11","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":"0","resultStr":null,"platform":"Semanticscholar","paperid":null,"PeriodicalName":"Marketing and Digital Technologies","FirstCategoryId":"1085","ListUrlMain":"https://doi.org/10.15276/MDT.3.1.2019.3","RegionNum":0,"RegionCategory":null,"ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":null,"EPubDate":"","PubModel":"","JCR":"","JCRName":"","Score":null,"Total":0}
引用次数: 0

Abstract

The article deals with the relationship between the characteristics of the product and the results of its selling, identifying the search direction of relevant characteristics of the goods. The article proposes an algorithm for determining the relevant characteristics of the product or service for the purpose of increasing sale due personal selling. Goods characteristics are analyzed based on their importance, influence and significance determined by the results of consumer survey in the process of personal selling. To identify the significant characteristics of the product a search area was developed, which is based on different approaches to the classification of characteristics of the product (services). The evaluation of the influence of significant characteristics (service efficiency, reliability, company reputation) on the result of the personal selling was carried out on the single example.
分析商品特性对人员销售结果的影响
本文研究了商品特征与其销售结果之间的关系,确定了商品相关特征的搜索方向。本文提出了一种算法,用于确定产品或服务的相关特征,以增加由于个人销售的销售。根据个人销售过程中消费者调查结果确定的商品特征的重要性、影响力和意义,对商品特征进行分析。为了识别产品的重要特征,开发了一个搜索区域,该搜索区域基于对产品(服务)特征进行分类的不同方法。在单个实例上对显著特征(服务效率、可靠性、公司声誉)对人员销售结果的影响进行了评价。
本文章由计算机程序翻译,如有差异,请以英文原文为准。
求助全文
约1分钟内获得全文 求助全文
来源期刊
自引率
0.00%
发文量
0
×
引用
GB/T 7714-2015
复制
MLA
复制
APA
复制
导出至
BibTeX EndNote RefMan NoteFirst NoteExpress
×
提示
您的信息不完整,为了账户安全,请先补充。
现在去补充
×
提示
您因"违规操作"
具体请查看互助需知
我知道了
×
提示
确定
请完成安全验证×
copy
已复制链接
快去分享给好友吧!
我知道了
右上角分享
点击右上角分享
0
联系我们:info@booksci.cn Book学术提供免费学术资源搜索服务,方便国内外学者检索中英文文献。致力于提供最便捷和优质的服务体验。 Copyright © 2023 布克学术 All rights reserved.
京ICP备2023020795号-1
ghs 京公网安备 11010802042870号
Book学术文献互助
Book学术文献互助群
群 号:481959085
Book学术官方微信