| Abstract [eng] |
The work analysesexpertise of seller-consultant whosells intellectual goods. Theoretic part of the work looks into competence from general sideas well as of it classification, expertise’s development and evaluation. Moreover, the work researcheson consulting of customers and it functions. To create a seller-consultant model of competence wereanalyzed documents, were madequestionnaires and interviews. As a research shows, social and personal expertizes are the most importantfor the seller-consultant who sells intellectual goods. It means that first of all personal features and social communication skills are necessary to the seller of intellectual commodities. Other features like occupational knowledge or methodical skills are not in the first place of importance because there is a large opportunity to develop or gain it with working experience. Moreover, in the end of master work are presented recommendations which could be useful for directors of the bookshops to raise competence of sellers- consultants and improve service of selling. |
