Institutional Repository
Technical University of Crete
Technical University of Crete
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| URI: | http://purl.tuc.gr/dl/dias/987737DA-67B8-44AD-9E7B-98C99F9E43B9 | ||
| Year | 2021 | ||
| Type of Item | Diploma Work | ||
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| Bibliographic Citation | Dimitrios Kakavelakis, "Sales techniques and skills of an effective salesperson", Diploma Work, School of Production Engineering and Management, Technical University of Crete, Chania, Greece, 2021 https://doi.org/10.26233/heallink.tuc.89747 | ||
| Appears in Collections |
General description:Training a salesperson is an issue that has many peculiarities, it is not a "one-off" knowledge and in today's job market, the new salesperson in a company is trained before going into production, regardless of pre-existing knowledge and experience. In addition, the training of a salesperson is an interdisciplinary field, which is interrelated with the requirements of the market and the buying public, the manners, customs and value systems of each society.Objectives:The aim of this dissertation is to present and "map" the communication skills of the salesperson, but also in general, the study of sales psychology. An attempt will be made to classify and evaluate the effectiveness of a series of critical skills that the seller must possess in order to be efficient and to be a positive presence in the world of commerce. Success in sales is an issue that concerns old and new salespeople, with this work I hope to become a "refining" of the most important skills / tactics of the "good" salesperson.Methodology:Due to the anthropocentric nature of the subject, but also the large number of variables, it was deemed appropriate to conduct a qualitative research on the above issues, using popular guides such as "The Ultimate Book of Sales Techniques: 75 Ways to Master Cold Calling, Sharpen Your Unique Selling Proposition, and Close the Sale" by Stephan Schiffman and "Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success" by Jordan Belfort and others. Finally, the work will answer questions such as "what skills do a salesperson consider successful?" or "what are the spiritual / psychological virtues of a good salesman?"Expected results:The expected result of the work is to be a modern guide with which the reader will be equipped with the appropriate skills and techniques needed to make a "good" salesperson.
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