Personal Sales Focused on Improving the Psychological Wellbeing of Customers in the Context of Relationship Marketing; The European Proceedings of Social & Behavioural Sciences (EpSBS); Vol. 7 : Lifelong Wellbeing in the World (WELLSO 2015)

Detalhes bibliográficos
Parent link:	The European Proceedings of Social & Behavioural Sciences (EpSBS) Vol. 7 : Lifelong Wellbeing in the World (WELLSO 2015).— 2016.— [P. 270-278]
Corporate Authors:	Национальный исследовательский Томский политехнический университет (ТПУ) Институт социально-гуманитарных технологий (ИСГТ) Кафедра экономики (ЭКОН), Национальный исследовательский Томский политехнический университет (ТПУ) Институт социально-гуманитарных технологий (ИСГТ) Кафедра инженерного предпринимательства (ИП), Национальный исследовательский Томский политехнический университет (ТПУ) Институт социально-гуманитарных технологий (ИСГТ) Кафедра иностранных языков (ИЯСГТ)
Outros Autores:	Kiseleva E. S. Elena Stanislavovna, Eremin V. V. Vasiliy Vasilievich, Filippova T. V. Tatiana Vasilievna, Yakimenko E. V. Elena Vladimirovna
Resumo:	Title screen The article focuses on theoretical principles of the organization of personal sales and marketing relationship. The definition of relationship marketing based on the identified priority position of relationship marketing is given. A new group of stakeholders-"needy" with which the company must build and develop relationships to solve social problemsis indicated. The principles of the concept of relationship marketing are clarified and developed. Considering the change of marketing paradigms and relevance of relationship marketing a new element of the marketing mix –"psychological approach" is provided. Application of psychological approach will allow employees of any company to understand and meet the real needs of customers’ better. The importance of the application of psychological theories in marketing proved. The role of personal sales significantly increased in the medium of relationship marketing is concluded. The notion of personal sales emphasizing the importance of knowing the psychology of customers, the ability to demonstrate significant competence and knowledge of modern technologies of sales by private agents is explained.Thepurpose of personal sales in the modern society is designed, which is predominantly expressed in the construction, maintenance and development of privileged relations with customers. A new stage of personal sales – "gaining knowledge" is suggested. The principles of personal sales, corresponding to the components of psychological wellbeing are discussed. Режим доступа: по договору с организацией-держателем ресурса
Idioma:	inglês
Publicado em:	2016
Assuntos:	электронный ресурс труды учёных ТПУ личные продажи маркетинг отношений психологический подход благополучие клиенты
Acesso em linha:	http://dx.doi.org/10.15405/epsbs.2016.02.36 http://earchive.tpu.ru/handle/11683/33318
Formato:	Recurso Electrónico Capítulo de Livro
KOHA link:	https://koha.lib.tpu.ru/cgi-bin/koha/opac-detail.pl?biblionumber=646894