Χαρακτηριστικά αποτελεσματικού πωλητή και οι νέες τάσεις στη διοίκηση ομάδων πωλήσεων

dc.contributor.advisor	Σολδάτος, Πέτρος
dc.contributor.author	Ρούζιου, Μαρία
dc.date.accessioned	2015-10-02T10:29:36Z
dc.date.available	2015-10-02T10:29:36Z
dc.date.issued	2015-10-02
dc.date.submitted	2011
dc.identifier.uri	http://hdl.handle.net/10329/6207
dc.description	Η Βιβλιοθήκη διαθέτει αντίτυπο της διατριβής σε έντυπη μορφή	el
dc.description.abstract	The sales department is vital for the survival of businesses; efficiency and effectiveness of sellers are constantly occupied in the microscope. In particular, in modern times, sellers have to face many challenges and difficulties, often beyond the professional status, confounding depth of their lives. The aim of this study is to identify factors that affect positively the performance of salespeople. The conclusions derived from the active participation of industrial salesmen selling to food companies, chemical and consumer goods, form the reality faced by these strains and give new directions to some extent, management of sales teams. The data illustrate that extent these factors influence to the effectiveness of salesmen, gathered through a structured questionnaire, which was answered by 147 vendors. The factors identified through personal interviews with 8 Sales Managers and through the international literature. The factor that positively affects the effectiveness of the sellers is the corporate support, while role conflict salesman, salesperson role ambiguity and emotional exhaustion have a negative effect	el
dc.language.iso	el	el
dc.subject	Αποτελεσματικότητα	el
dc.subject	Πωλητής	el
dc.subject	Τάσεις	el
dc.title	Χαρακτηριστικά αποτελεσματικού πωλητή και οι νέες τάσεις στη διοίκηση ομάδων πωλήσεων	el
dc.type	Μεταπτυχιακή εργασία	el
heal.type	masterThesis
heal.generalDescription	Η Βιβλιοθήκη διαθέτει αντίτυπο της διατριβής σε έντυπη μορφή	el
heal.language	el
heal.access	free
heal.recordProvider	ΓΠΑ Τμήμα Αγροτικής Οικονομίας και Ανάπτυξης	el
heal.publicationDate	2011
heal.abstract	The sales department is vital for the survival of businesses; efficiency and effectiveness of sellers are constantly occupied in the microscope. In particular, in modern times, sellers have to face many challenges and difficulties, often beyond the professional status, confounding depth of their lives. The aim of this study is to identify factors that affect positively the performance of salespeople. The conclusions derived from the active participation of industrial salesmen selling to food companies, chemical and consumer goods, form the reality faced by these strains and give new directions to some extent, management of sales teams. The data illustrate that extent these factors influence to the effectiveness of salesmen, gathered through a structured questionnaire, which was answered by 147 vendors. The factors identified through personal interviews with 8 Sales Managers and through the international literature. The factor that positively affects the effectiveness of the sellers is the corporate support, while role conflict salesman, salesperson role ambiguity and emotional exhaustion have a negative effect	el
heal.abstract	The sales department is vital for the survival of businesses; efficiency and effectiveness of sellers are constantly occupied in the microscope. In particular, in modern times, sellers have to face many challenges and difficulties, often beyond the professional status, confounding depth of their lives. The aim of this study is to identify factors that affect positively the performance of salespeople. The conclusions derived from the active participation of industrial salesmen selling to food companies, chemical and consumer goods, form the reality faced by these strains and give new directions to some extent, management of sales teams. The data illustrate that extent these factors influence to the effectiveness of salesmen, gathered through a structured questionnaire, which was answered by 147 vendors. The factors identified through personal interviews with 8 Sales Managers and through the international literature. The factor that positively affects the effectiveness of the sellers is the corporate support, while role conflict salesman, salesperson role ambiguity and emotional exhaustion have a negative effect	en
heal.advisorName	Σολδάτος, Πέτρος	el
heal.academicPublisher	ΓΠΑ Τμήμα Αγροτικής Οικονομίας και Ανάπτυξης	el
heal.academicPublisherID	aua
heal.fullTextAvailability	true
dc.contributor.department	ΓΠΑ Τμήμα Αγροτικής Οικονομίας και Ανάπτυξης	el
dc.description.degree	Οργάνωση και διοίκηση επιχειρήσεων τροφίμων και γεωργίας	el