Determining aspects of customers attitude towards sales personnel
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Date
2019
Authors
Journal Title
Journal ISSN
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Publisher
Одеський національний економічний університет
Abstract
Sales play a very important role in efficient functioning of market economy. Personal communication has a great importance in selling. This is directed towards, that the seller should assist, should help and convince potential customers to buy the product (service). Trading personnel practically helps people make the right choice. Customers' attitude toward selling methods and trading personnel significantly changed in the last years in Georgia. The consumers requirements were improved and developed. The goal of the research was to study some modern views and approaches in sales, which determining to create a dependency towards sales staff and therefore, they influence on selling indicator.
Description
[1] Philip Kotler, Gary Armstrong, Principles of Marketing, 14th edition, (translate in Georgian), Tbilisi, 2015, p.489
[2] Statistical Yearbook of Georgia: 2018 / National Statistics Office of Georgia. – Tbilisi, 2018. p.211
http://www.geostat.ge/cms/site_images/_files/yearbook/Yearbook_2018.pdf
[3] Charles M. Futrell, Fundamentals of Selling Customers for Life Through Service , Twelfth Edition, Published by McGraw-Hill/Irwin, Texas A & M University. pp. 5, 9, 17.
[4] Mghebrishvili B., Seturi M. (2015) Trade Personnel and Shop Trade Challenges in Contemporary Conditions. The 7th international Research Conference “Management Challenges in the 21st Century”, May, 2015, School of Management, Bratislava. (PDF) Trade Personnel and Shop Trade Challenges in Contemporary Conditions. Available from: https://www.researchgate.net/publication/308994957_Trade_Personnel_and_Shop_Trade_Challenges_in_Contemporary_Conditions . p.1
[5] Todua, N., Vashakidze, B. (2018) Consumers Attitudes towards Personal Selling on the Georgian Market. Economics and Business. Vol.11, No.1, pp.114-130
[6] Seturi M. (2013) FOR EVALUATION OF MARKETING EFFICIENCY. SCIENTIFIC PROCEEDINGS OF GURAM TAVARTKILADZE TEACHING UNIVERSITY. Vol.3, Publishing House “UNIVERSAL” ,Tbilisi 2013. (PDF) FOR EVALUATION OF MARKETING EFFICIENCY. Available from: https://www.researchgate.net/publication/325869228_FOR_EVALUATION_OF_MARKETING_EFFICIENCY. p.76
[7] University Project of translating books. Scientific editor Todua N., TSU publishing house, 2015. Authorized translation from the English language edition, entitled MARKETING MANAGEMENT, 14 Edition; ISBN 0132102927; by KOTLER, PHILIP; and by KELLER, KEVIN; Published by Pearson Education, Inc., publishing as Prentice Hall. Pearson. p.168
Keywords
Selling, sales personnel, trade, selling methods
Citation
ALL UKRAINIAN SCIENTIFIC AND PRACTICAL CONFERENCE. “MARKETING: CHALLENGES AND SOLUTIONS”. Odessa, Ukraine. 17-18 April, 2019. pp.62-65