Candemir, Aykan Ege Üniversitesi - İşletme Bölümü, Turkey , Zalluhoğlu, Ali Erhan Ege Üniversitesi - İşletme Bölümü, Turkey , Yücel, Engin Dokuz Eylül Üniversitesi - İşletme Bölümü, Turkey

THE EFFECT OF TRAINING AND PERSONAL QUALITIES OF SALESPEOPLE ON SALES SUCCESS IN RETAIL SECTOR: THE CASE OF İZMİR

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The rapid changes and developments in today’s business world and the retail sector and increased competition among businesses have created a difficult environment for the marketing of products, and thus, personal selling in the marketing activities has become increasingly important. The aim of this study, within the sales process the relationship between sales training and personal characteristics of salespeople are examined with regard to their impact and differences on the success of sales.With the scope of this aim, face to face interviews were done with 496 salespeople who are working in retail sector. In the study no relationship between the level of education and sales success was found however and indirect effect of sales training on sales success have been identified. At the same time the personal qualities that can be developed through sales training were found as having remarkable effect on successful sales.

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Retail Sector , Sales , Sales Training , Sales Success , Personal Qualities

Afyon Kocatepe University Journal Of Economics an‎d Administrative Sciences

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