PERSONAL SALES FACTORS AND THEIR QUANTIFICATION ON THE EXAMPLE OF A B-H LEASING COMPANY

Sasa Vujic (), Slobodan Vujic () and Mesud Ajanovic ()
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Sasa Vujic: University “Vitez” Travnik, Bosnia and Hercegovina
Slobodan Vujic: University “Vitez” Travnik, Bosnia and Hercegovina; VB Leasing BH, Bosnia and Herzegovina
Mesud Ajanovic: VB Leasing BH, Bosnia and Herzegovina

Interdisciplinary Management Research, 2013, vol. 9, 551-562

Abstract: The paper is aimed at analyzing and quantifying personal sales elements in order to increase the volume of leasing service sales and achieve higher quality in satisfying customers’ needs. In their service sales, leasing companies typically use the personal sales method. Its basic characteristic is personal contact between the sales representative and the customer. Personal sales is to a lesser degree quantifi ed through quantitative elements of plan fulfi llment; however, all the other qualitative indicators are hardly measurable as individual activities except that we can measure them indirectly through linking the success in plan fulfi llment by quantity, volume and value with the assumption that they are the qualitative sales factors. However, it is not possible to directly calculate the intensity with which each individual sales element aff ects the physical volume of sales. The paper will use primary research. The survey will include sales representatives, i.e. sales representatives employed with dealers and sales representatives employed in leasing companies. One group of questions pertains to the importance of individual elements of sales activities in personal sales, while the other group of questions pertains to advantages of personal sales over other forms of sales. The scientific analysis will establish the importance of individual elements of sales activities in personal sales, as well as which advantages of personal sales over other forms of sales customers fi nd signifi cant, all in order to increase the volume of leasing service sales and achieve higher quality in satisfying customers’ needs.

Keywords: Leasing service; personal sales; stages of personal sales; customers; human resources in sales. (search for similar items in EconPapers)
JEL-codes: G21 G32 O15 (search for similar items in EconPapers)
Date: 2013
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