Titlebook: Cross-Cultural Personal Selling; Agents’ Competences Anna Antczak,Barbara A. Sypniewska Book 2017 The Editor(s) (if applicable) and The Au

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The Notion of Competence, selected competence-related research and their impact on effectiveness. In addition, the chapter raises the issue of building competence profiles and characterizes the selected methods for assessing and measuring competences.

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,Personal Sellers’ Competences—Research Remarks,on to interpersonal communication, learning and leadership in the sales process. Moreover, there were noted several differences in self-assessment between women and men in terms of the studied competences.

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,The Role of Agent’s Characteristics and Competences in Personal Selling in Higher Education Sector— to the models of behavior, the region of origin plays a key role in determining the significance of competences of personal sellers. European respondents pay more attention to the content of the offer while Asian respondents are more attuned to the way it is delivered, and to agents’ behavior, manners and appearance

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Personal Selling in the Service Sector as One Marketing Promotional Tool,on. It provides a short introduction to marketing promotion, its goals, functions and tools among which the greatest attention is given to personal selling’s usefulness. It further discusses personal selling’s special role in the promotion of services. Personal selling requires a relationship based

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