%0 Journal Article
%T Success Factors for Personal Sale - Transaction Oriented
%A Daniel Mihai Vasiliu
%J Acta Universitatis Danubius : Oeconomica
%D 2011
%I Danubius University
%X This paper aims to demonstrate that a complex of factors, which I called ¡°the successfactors", which decisively influence the sale process. Currently, companies spend significant amountsof money each year to train sales representatives in the art sale. Banking institutions are designed tosuccessfully meet the financial needs of the customers, to identify new needs, to reshape bankingproducts and services, to create and launch new products and services on market.
%K relationship manager
%K preparation
%K approach
%K objections
%K negotiation
%U http://journals.univ-danubius.ro/index.php/oeconomica/article/view/1002/836