Personal Sales Success Factors in a Wealthy Automotive Market Environment
The result's identifiers
Result code in IS VaVaI
<a href="https://www.isvavai.cz/riv?ss=detail&h=RIV%2F29142890%3A_____%2F19%3A00034515" target="_blank" >RIV/29142890:_____/19:00034515 - isvavai.cz</a>
Result on the web
<a href="https://ieeca.org/journal/index.php/JEECAR/article/view/270/pdf" target="_blank" >https://ieeca.org/journal/index.php/JEECAR/article/view/270/pdf</a>
DOI - Digital Object Identifier
<a href="http://dx.doi.org/10.15549/jeecar.v6i1.270" target="_blank" >10.15549/jeecar.v6i1.270</a>
Alternative languages
Result language
angličtina
Original language name
Personal Sales Success Factors in a Wealthy Automotive Market Environment
Original language description
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.
Czech name
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Czech description
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Classification
Type
J<sub>SC</sub> - Article in a specialist periodical, which is included in the SCOPUS database
CEP classification
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OECD FORD branch
50204 - Business and management
Result continuities
Project
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Continuities
N - Vyzkumna aktivita podporovana z neverejnych zdroju
Others
Publication year
2019
Confidentiality
S - Úplné a pravdivé údaje o projektu nepodléhají ochraně podle zvláštních právních předpisů
Data specific for result type
Name of the periodical
Journal of Eastern European and Central Asian Research (JEECAR).
ISSN
2328-8272
e-ISSN
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Volume of the periodical
6
Issue of the periodical within the volume
1
Country of publishing house
US - UNITED STATES
Number of pages
7
Pages from-to
25-31
UT code for WoS article
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EID of the result in the Scopus database
2-s2.0-85066324643