Improvement of Personal Sales Efficiency in Automotive Retailing

Selma Kadić, Mirko Palić and Mirko Čičić

Economic Research-Ekonomska Istraživanja, 2011, vol. 24, issue 2, 112-125

Abstract: Sale has existed for centuries, but the principles behind it have changed over time. Contemporary theory emphasizes increase of customer productivity through strategic sales organization that converges with marketing in order to achieve greater strategic importance in the organization. This study uses a qualitative research method (in-depth interviews) with the aim of determining the relationship between sales and marketing, as well as learning about the perceptions of sales managers on the definition of sales strategy and atmosphere design as variables that affect sales efficiency in automotive retailing. Research results from Bosnia and Herzegovina and Croatia were compared and they indicate a lack of coordination between marketing and sales efforts/departments, and the inadequate use of atmospheric factors in both of the observed markets.

Date: 2011
References: Add references at CitEc
Citations:

Downloads: (external link)
http://hdl.handle.net/10.1080/1331677X.2011.11517460 (text/html)
Access to full text is restricted to subscribers.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:taf:reroxx:v:24:y:2011:i:2:p:112-125

Ordering information: This journal article can be ordered from
http://www.tandfonline.com/pricing/journal/rero20

DOI: 10.1080/1331677X.2011.11517460

Access Statistics for this article

Economic Research-Ekonomska Istraživanja is currently edited by Marinko Skare

More articles in Economic Research-Ekonomska Istraživanja from Taylor & Francis Journals
Bibliographic data for series maintained by Chris Longhurst ().