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Effectiveness of Communication in Relation to Training of Sales Staff

  • Gregor Jagodic

    (International School for Social and Business Studies, Slovenia)

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    Communication is today crucial to the successful operation of the supplier. Many circumstances affect the chances of achieving this success. A lot of contribution can give the sales staff. The training of sales personnel is the key to an individual supplier that can be successful on the market. The focus of this training is primarily in the various modes of transmission and acquisition of knowledge, which should lead to an improvement of their communicativeness. In this study we have shown that the most important is primarily the performance of communication and thus the investment in training your sales staff. We found that each contribution in improving communication is returned with a multiplier effect - that the return is much greater than we have invested. How individual suppliers are oriented to training of sales personnel and related content, is only one of their approaches depend on market performance. The most resourceful use unusual approaches, because they bring a competitive advantage.

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    This chapter was published in: Gregor Jagodic , , pages 999-1005, 2012.
    This item is provided by International School for Social and Business Studies, Celje, Slovenia in its series Knowledge and Learning: Global Empowerment; Proceedings of the Management, Knowledge and Learning International Conference 2012 with number 999-1005.
    Handle: RePEc:isv:mklp12:999-1005
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