Psychological factors shaping the relationship seller – customer in the sales process
Journal Title: Nowoczesne systemy zarządzania - Year 2014, Vol 9, Issue 1
Abstract
In the modern economy, where the level of production is much higher than consumption, and the market is full of various substitutes, firms compete with each other by means of products and prices is no longer sufficient. Under these specific conditions, the success of companies depends on effective sales offered by their products and services, and above all the relationship sellers with customers. Undeniably effective for building the desired relationships with customers appear to be psychological advantages of sellers as the main element of their professional competence. Proficiency in the use of key interpersonal skills in relationships seller – customer in the sales process, i.e. ability to influence the attitudes of customers, handling his inclinations and needs, and build a positive impression and conduct the required communication has a huge impact on sales results and build lasting relationships with customers.
Authors and Affiliations
Jolanta TARAPATA, Marta SZADKOWSKA
Keywords
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- EP ID EP63363
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