TRADITIONAL PERSONAL SELLING IN THE LIGHT OF CUSTOMERS' OPINIONS (ON THE EXAMPLE OF AVON) (Tradycyjna sprzedaz osobista w swietle opinii klientow (na przykladzie firmy Avon))

• Authors: Rynkiewicz Marta , Oczachowska Alina
• Languages of publication: PL

Abstracts

EN

The first part of the research was aimed at identifying the attitude of customers of Avon towards personal selling. The second part (observation) concentrated on learning to what extent Avon consultants apply known selling techniques in their daily work. The attitude of customers of AVON towards personal selling (understood as the contact between a seller and a customer) is rather neutral as compared to other forms of selling. Shopping is often treated by customers as an antidepressant. Customers do not criticize importunate or improper behaviour of a seller nor do they believe in being manipulated in order to buy unimportant goods. As for consultants of Avon, their appearance is perfect and thus professional, and their selling skills are developed with the help of intuition and willingness to assist other people. Selected techniques are applied intuitively. Consultants are convinced that they do their job properly and honestly.

Keywords

EN

AVON; CONSULTANT; CUSTOMER; MARKETING; PERSONAL SELLING

Discipline

• ECONOMICS: ECONOMICS

• Publisher: Wydawnictwo Uniwersytetu Ekonomicznego we Wrocławiu
• Journal: Nauki o Zarządzaniu
• Year: 2011
• Issue: 6
• Pages: 173-181
• Document type: ARTICLE

Contributors

author

Rynkiewicz Marta

author

Oczachowska Alina

• Marta Rynkiewicz, Uniwersytet Ekonomiczny we Wroclawiu, Wydawnictwo, ul. Komandorska 118/120, 53-345 Wroclaw, Poland

Identifiers

CEJSH db identifier

11PLAAAA108214