| Abstract [eng] |
SUMMARY Urgency. 100% of wholesale and 70 % of retail trade companies encounter personal selling on competitive market. That is why, we can consider, that this research and knowing factors of luck could make work for many selling departments much easier. Scientific problem: To identify factors, which have influence over process of personal selling. Hypothesis – the luck of selling not allways depends on sale’s manager. There are factors, which do not depend on him, but which have influence over process of personal selling. The aim of the work – to analyse factors, which have influence over process of personal selling. The main tasks of the work: To find out factors, which have influence over process of personal selling. To separate factors, which depend and which do not depend on the sale’s manager. With help of structurized interview find out practical factors, making influence over process of personal selling. Object of research - personal selling. Methods of research: analisis of scientific literature, interrogatory (structurized interview), analysis and graphic representation. Structure of the work: First part: survey of the main selling and sale management’s theories. Second part: analysis of theoretical material, which is related with process of personal selling. Revealing and separating of theoretical factors, which have influence over process of personal selling. Third part: presenting the structurized research of experts and the analysis of this research. Benefit and use of the work: almost all lithuanian companies, working under competitive conditions, can apply factors of luck to the process of selling. Structure of the work: 3 parts, 52 pages, 5 tables, 27 examples, 2 appendices and 31 source of literature. |
