Success Factors for Personal Sale - Transaction Oriented

Article English OPEN
Daniel Mihai Vasiliu;
(2011)
  • Publisher: Danubius University
  • Journal: Acta Universitatis Danubius: Oeconomica,issue 3(3) June,pages121-127 (issn: 2065-0175, eissn: 2067-340X)
  • Publisher copyright policies & self-archiving
  • Subject: relationship manager | HF5001-6182 | Business | negotiation | objections | relationship manager; preparation; approach; objections; negotiation | approach | preparation

This paper aims to demonstrate that a complex of factors, which I called “the success factors", which decisively influence the sale process. Currently, companies spend significant amounts of money each year to train sales representatives in the art sale. Banking institu... View more
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