| Title |
Įtikinimo strategijų asmeniniame pardavime tyrimas / |
| Translation of Title |
Persuasion strategies in personal sales research. |
| Authors |
Andruškaitė, Simona ; Blinstrubas, Artūras |
| Full Text |
|
| Is Part of |
Ekonomika ir vadyba: aktualijos ir perspektyvos. 2008, Nr. 4, p. 13-23.. ISSN 1648-9098 |
| Abstract [eng] |
This work analyses the ways of using customer persuasion in sales process. This domain has not been analysed sufficiently in theoretical dimension. But nowadays the great interest in this domain is shown among sales management and marketing practicians. So, this article its fairly novel and topical. The subject of the work is ways of customer persuasion in the personal sales process. The main object of the work is to detect what ways of customer persuasion salespersons in Šiauliai town use and how they do it. The empirical base of the research consists of 74 sales places of Šiauliai town. The research is one of the “mystery shopping” research events. The research was performed using modified “mystery shopping” method (simulating purchase at the point of sales). The use of direct, indirect ways of persuasion and practice of communicative skills was inquired. The results of research: a sales person in Šiauliai town mostly uses the customer persuasion. Majority of respondents used at least one way of customer persuasion. It was noticed that the direct persuasion was more popular than indirect persuasion among respondents. There were found big differences between behaviour of respondents from market, shops and services. |
| Type |
Journal article |
| Language |
Lithuanian |
| Publication date |
2008 |
