| 000 | 04779nla2a2200529 4500 | ||
|---|---|---|---|
| 001 | 653383 | ||
| 005 | 20231030041218.0 | ||
| 035 | _a(RuTPU)RU\TPU\network\18824 | ||
| 035 | _aRU\TPU\network\18821 | ||
| 090 | _a653383 | ||
| 100 | _a20170301a2017 k y0engy50 ba | ||
| 101 | 0 | _aeng | |
| 105 | _ay z 100zy | ||
| 135 | _adrgn ---uucaa | ||
| 181 | 0 | _ai | |
| 182 | 0 | _ab | |
| 200 | 1 |
_aThe Importance of Customers’ Character Accentuations _fE. S. Kiseleva [et al.] |
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| 203 |
_aText _celectronic |
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| 300 | _aTitle screen | ||
| 320 | _a[References: p. 328 (12 tit.)] | ||
| 330 | _aThe article is based on the strategy and prospect development concept of marketing relations. It is noted that the role of personal marketing communication, particularly personal sales, is increased in the field of marketing relations. The necessity of searching for the new effective tools of personal sales has been shown, one of which is the competency model of personal agents. It is considered that in order to demonstrate many competencies that make up the contemporary model, a personal agent has to create a psychological profile of the client. The theories are based upon the methods of creating a psychological portrait of the client that have been listed. It is noted that the fourth facet of psychological portrait of the client should be based on the theory of personal character accentuations. The algorithm of work with clients having different character accentuations has been developed. The traits of clients with different character accentuations are detailed. The following traits of the clients are referred to: communication and behavior features, positive character traits, negative character traits, clothing, facial expressions and gestures, speech. Recommendations for work with clients of hyperthermia, anxious, dysthymic, pedantic, excitable, emotive, sticking, demonstrative, cyclothymiacs and ecstatic types have been suggested. It is noted that the consideration of character accentuations of the clients allows increasing the level of subjective well-being of clients and promotes the growth of the main indicators characterizing the effectiveness of personal sales in the context of relationship marketing. | ||
| 461 | 0 |
_0(RuTPU)RU\TPU\network\11959 _tThe European Proceedings of Social & Behavioural Sciences (EpSBS) |
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| 463 | 0 |
_0(RuTPU)RU\TPU\network\18772 _tVol. 19 : Lifelong Wellbeing in the World (WELLSO 2016) _oIII International Scientific Symposium, 11-16 September 2016, Tomsk, Russian Federation _o[proceedings] _fNational Research Tomsk Polytechnic University (TPU) ; eds. F. Casati ; G. A. Barysheva _v[P. 318-328] _d2017 |
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| 610 | 1 | _aэлектронный ресурс | |
| 610 | 1 | _aтруды учёных ТПУ | |
| 610 | 1 | _apersonal sales | |
| 610 | 1 | _acompetence model | |
| 610 | 1 | _apsychological portrait of the client | |
| 610 | 1 | _asubjective well-being | |
| 610 | 1 | _acharacter accentuation | |
| 610 | 1 | _aличные продажи | |
| 610 | 1 | _aпсихологический портрет | |
| 610 | 1 | _aсубъективное благополучие | |
| 610 | 1 | _aакцентуация | |
| 701 | 1 |
_aKiseleva _bE. S. _cspecialist in the field of marketing _cSenior Lecturer of Tomsk Polytechnic University, candidate of economic sciences _f1981- _gElena Stanislavovna _2stltpush _3(RuTPU)RU\TPU\pers\33506 |
|
| 701 | 1 |
_aBerkalov _bS. V. _cEconomist _cLaboratory assistant of Tomsk Polytechnic University _f1970- _gSergey Vitalievich _2stltpush _3(RuTPU)RU\TPU\pers\38022 |
|
| 701 | 1 |
_aDoroshenko _bS. V. _gSvetlana |
|
| 701 | 1 |
_aKhmelkova _bN. V. _gNathalia |
|
| 701 | 1 |
_aPetrova _bG. A. _gGalina |
|
| 701 | 1 |
_aKrukova _bE. M. _gElena |
|
| 701 | 1 |
_aKarelina _bA. A. _gAnastasiya |
|
| 712 | 0 | 2 |
_aНациональный исследовательский Томский политехнический университет (ТПУ) _bИнститут социально-гуманитарных технологий (ИСГТ) _bКафедра экономики (ЭКОН) _h149 _2stltpush _3(RuTPU)RU\TPU\col\18375 |
| 712 | 0 | 2 |
_aНациональный исследовательский Томский политехнический университет (ТПУ) _bИнститут социально-гуманитарных технологий (ИСГТ) _bКафедра экономики (ЭКОН) _bМеждународная научно-образовательная лаборатория технологий улучшения благополучия пожилых людей (МНОЛ ТУБПЛ) _h7381 _2stltpush _3(RuTPU)RU\TPU\col\21257 |
| 801 | 2 |
_aRU _b63413507 _c20180220 _gRCR |
|
| 856 | 4 | _uhttp://dx.doi.org/10.15405/epsbs.2017.01.43 | |
| 856 | 4 | _uhttp://earchive.tpu.ru/handle/11683/37267 | |
| 942 | _cCF | ||