Personal Sales Success Factors in a Wealthy Automotive Market Environment

Kód výsledku v 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>

Výsledek na webu

<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>

Jazyk výsledku

angličtina

Název v původním jazyce

Personal Sales Success Factors in a Wealthy Automotive Market Environment

Popis výsledku v původním jazyce

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.

Název v anglickém jazyce

Personal Sales Success Factors in a Wealthy Automotive Market Environment

Popis výsledku anglicky

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.

Druh

J_SC - Článek v periodiku v databázi SCOPUS

CEP obor

—

OECD FORD obor

50204 - Business and management

Projekt

—

Návaznosti

N - Vyzkumna aktivita podporovana z neverejnych zdroju

Rok uplatnění

2019

Kód důvěrnosti údajů

S - Úplné a pravdivé údaje o projektu nepodléhají ochraně podle zvláštních právních předpisů

Název periodika

Journal of Eastern European and Central Asian Research (JEECAR).

ISSN

2328-8272

e-ISSN

—

Svazek periodika

6

Číslo periodika v rámci svazku

1

Stát vydavatele periodika

US - Spojené státy americké

Počet stran výsledku

7

Strana od-do

25-31

Kód UT WoS článku

—

EID výsledku v databázi Scopus

2-s2.0-85066324643