Personal sales success factors in a wealthy market environment
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Author (Corporation)
Publication date
2019
Typ of student thesis
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Type
01A - Journal article
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Parent work
Journal of Eastern European and Central Asian Research
Special issue
DOI of the original publication
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Series
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Volume
6
Issue / Number
1
Pages / Duration
24-39
Patent number
Publisher / Publishing institution
Institute of Eastern Europe and Central Asia
Place of publication / Event location
Minnesota
Edition
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Programming language
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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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ISBN
ISSN
2328-8280
2328-8272
2328-8272
Language
English
Created during FHNW affiliation
Yes
Strategic action fields FHNW
Publication status
Published
Review
Peer review of the complete publication
Open access category
Diamond
License
Citation
Stros, M., Říha, D., Říhová, E., & Lim, L. K. (. (2019). Personal sales success factors in a wealthy market environment. Journal of Eastern European and Central Asian Research, 6(1), 24–39. https://doi.org/10.15549/jeecar.v6i1.270