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Title: Effective Sales Communication Strategies and Tactics in Retail: the Case of IKEA Ioannina
Authors: Zacharis, Christodoulos
metadata.dc.contributor.advisor: Akrivos, Christodoulos
Keywords: Sales;Marketing;Communication;Retail;Customer;Personal Selling;Salespeople;Job Autonomy;Customer Orientation;Empathy;Effective Listening;Right Questions
Issue Date: 15-Sep-2017
Abstract: The aim of this dissertation is to discover and analyze the most effective strategies and tactics used by salespeople while servicing their customers in the operational environment of IKEA Ioannina. The results of the research contribute to finding the most appropriate strategies and recommendations that aim in enhancing the customer experience with the salespeople for furnishing and home accessories retailers. Based on the analysis of selling literature and customers/salespeople questionnaires of IKEA Ioannina, approaching customer first, asking open ended questions, friendliness and announcing customers by their names, contribute to long term customer satisfaction with the retailer.
Appears in Collections:MBA Διπλωματικές Εργασίες

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