Εισαγωγή στις πωλήσεις και εκπαίδευση σε μεθοδολογίες πωλήσεων για μέγιστη επιχειρηματική απόδοση
Introduction to the sales process and sales coaching for maximum business performance
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Keywords
Πωλήσεις ; Πωλητές ; Λιανική πώληση ; KPIsAbstract
The sales process constitutes a very significant process throughout human history. It has been evololving since the prehistoric times into the form that it has today. Nowadays, it is a process vital for all companies in the retail sales market. Companies such as department stores, which will be the target of this thesis, seeking to ensure their viability, invest into several practices in order to augment their sales. A practice like that, is entering their staff through training with regards to the sales process and its methodologies. Sales representatives constitute the driving force of each company and its legacy for a profitable future. This thesis' purpose is to develope the concept of the sales process, the practices used as well as the ways that staff training in the sales process and methodologies augment a company's performance aided by the Key Performance Indicators (KPIs). For this purpose, the company ATTICA S.A. has been used as a practical example. The conclusion that derived from the company's KPIs data that have been submitted to the researcher is that the staff's training into the sales procedures and their practices augmented the sales and aided the company to mark a growing course for the years from 2016 up to 2018.