Personal sales success factors in a wealthy market environment

IF 1.6 Q3 BUSINESS

Journal of Eastern European and Central Asian Research Pub Date : 2019-03-31 DOI:10.15549/JEECAR.V6I1.270

M. Štros, David Ríha, E. Říhová, L. Lim

引用次数: 2

Abstract

This study aimed to determine the success factors in personal sales in a wealthy market environment. For this purpose, a quasi-experimental design was formulated and the Swiss automotive market was selected. This market has some peculiarities in comparison to other markets, such as generally wealthy customers who demand fuel-efficient cars with significant horse power in the higher price range. Videos of personal sales conversations were produced and shown to the study participants for evaluation. The sales took place in the automotive sector, but the results can be transferred to other sectors. The theoretical concept of personal sales is introduced, sales theories, techniques and strategies are discussed. The different types of communication are introduced and explained. As a result, a factor analysis is conducted in order to interpret the results. The paper provides then conclusions by discussing and construing the results. Theoretical and managerial contributions and possible limitations are derived.

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富裕市场环境下的个人销售成功因素

本研究旨在确定富裕市场环境下个人销售的成功因素。为此，制定了一个准实验设计，并选择了瑞士汽车市场。与其他市场相比，该市场有一些特殊性，例如，通常富裕的客户需要在更高的价格范围内具有显著马力的节能汽车。制作了个人销售对话的视频，并将其展示给研究参与者进行评估。销售发生在汽车行业，但结果可以转移到其他行业。介绍了个人销售的理论概念，讨论了个人销售理论、技术和策略。介绍并解释了不同类型的通信。因此，为了解释结果，进行了因素分析。本文通过对结果的讨论和解释，给出了相应的结论。得出了理论和管理方面的贡献以及可能的局限性。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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来源期刊

Journal of Eastern European and Central Asian Research Economics, Econometrics and Finance-Economics and Econometrics

CiteScore

2.50

自引率

43.80%

发文量

审稿时长

8 weeks

期刊介绍： Journal of Eastern European and Central Asian Research (JEECAR) is a multi-disciplinary journal related to the Eurasia regional economics, finance, management, marketing, international affairs, and other business-related disciplines. By Eastern Europe and Central Asia, the IEECA refers to Russia, Ukraine, Belarus, Moldova, Armenia, Azerbaijan, Estonia, Latvia, Lithuania, Poland, Slovakia, Hungary, Serbia, Montenegro, Bosnia and Herzegovina, Albania, Kosovo, Macedonia, and five post-Soviet Central Asian states: Kazakhstan, Kyrgyzstan, Tajikistan, Turkmenistan, and Uzbekistan. The JEECAR Journal is committed to the editorial principles of all aspects of publication ethics and publication malpractice as assigned by the Committee on Public Ethics. Any paper submitted to the journal must be original, previously unpublished, and currently not under consideration for publication elsewhere. All articles in the printed version of the journal are peer-reviewed. The review process is a double-blind process. Neither the authors nor the reviewers know who wrote or reviewed the article. Per standard practice, only the Editor assigned to handle a paper knows the identity of the authors and the reviewers.