KOMPETENTNOST PREDAJCU -PREDPOKLAD USPECHU V OSOBNOM PREDAJI

The personality of a sales representative is of remarkable significance to suceeding in personal selling. His competency is therefore a presupposition of achieving success with this sort of sale. This issue was investigated on a group of commercial representatives (insurance service advisors) who work for an insurance company operating in the Slovak insurance market. The reason for studying this question was the fact that in spite of the company's effort to select qualified employees (sales representatives), there is a prevailing problem of unproportionally high external mobility (i.e. employees terminate the employment). The reasons for such mobility were studied and measures were proposed for stabilizing commercial agents to work at the analyzed insurance company.


Other Titles:
THE SALES REPRESENTIVE COMPETENCY -PRECONDITION OF PERSONAL SELLING SUCCESS
Issue Date:
2001
Publication Type:
Journal Article
Record Identifier:
http://ageconsearch.umn.edu/record/265718
ISSN:
1336-9261
Language:
Slovak
Published in:
Acta Oeconomica et Informatica, Volume 04, Number 1
Page range:
4-6




 Record created 2017-12-07, last modified 2018-04-02

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