1. Библиотека
  2. Журнал «Управление продажами»
  3. №6, 2007
  4. статья

Быстрый успех: как атрибуция успешных продаж формирует концепцию поведения неопытных торговых представителей 
Диксон А., Форбс Л., Шерцер С.
Теоретические предпосылки и гипотезы;
Эксперты против новичков;
Теория атрибуции;
Методология. Методы отбора участников и их опроса;
Шкалы измерения;
Тестирование гипотезы;
Обсуждение. Рекомендации для менеджеров;
Атрибуции способностей, стратегии и усилий;
Значение данного исследования;
Ограничения и дополнения;

Темы:
Обучение персоналаПовышение квалификации
ПродажиТехника продаж
Отрасли:
Финансы
Ключевые слова: торговые представители, теория атрибуции, торговая сделка

Аннотация

Неопытным торговым представителям успех позволяет выработать основы стратегии их деятельности. Изучение анализа финансовых услуг торговых представителей дает возможность сформулировать интерпретацию и концепцию поведения неопытных продавцов после заключения успешной торговой сделки. В работе обсуждаются значение этого успеха для менеджеров и варианты будущих исследований.

Журнал: «Управление продажами» — №6, 2007 (© Издательский дом Гребенников)
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Диксон Андрэа Л.
доктор наук

Университет Индианы, адъюнкт-профессор маркетинга.

Форбс Люкас П.
доктор наук

Университет Кентукки, адъюнкт-профессор маркетинга.

Шерцер Сьюзан М. Б.
кандидат наук

Университет Синсиннати.

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