PERSONAL SALES FACTORS AND THEIR QUANTIFICATION ON THE EXAMPLE OF A B-H LEASING COMPANY

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Sasa Vujic; Slobodan Vujic; Mesud Ajanovic;
(2013)
  • Journal: Interdisciplinary Management Research,volume 9,pages551-562
  • Subject: Leasing service, personal sales, stages of personal sales, customers, human resources in sales.
    • jel: jel:O15 | jel:G21 | jel:G32
    acm: ComputingMilieux_COMPUTERSANDSOCIETY | ComputerApplications_MISCELLANEOUS

The paper is aimed at analyzing and quantifying personal sales elements in order to increase the volume of leasing service sales and achieve higher quality in satisfying customers’ needs. In their service sales, leasing companies typically use the personal sales method.... View more
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