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Autor
Cybulski Krzysztof (Uniwersytet Warszawski)
Tytuł
Uwarunkowania oraz konsekwencje wymuszonej fluktuacji sprzedawców
Determinants and Consequences of Involuntary Turnover of Sales Personnel
Źródło
Studia i Materiały / Wydział Zarządzania. Uniwersytet Warszawski, 2016, nr 2, cz. 2, s. 194-200, bibliogr. 43 poz.
Słowa kluczowe
Zatrudnienie, Zachowania pracownika, Optymalizacja zatrudnienia
Employment, Employee behaviours, Workforce optimization
Uwagi
streszcz., summ.
Abstrakt
Wpływ zarówno dobrowolnej, jak i wymuszonej fluktuacji sprzedawców na praktycznie wszystkie organizacje działające w różnych branżach jest kosztowny i niezmiernie uciążliwy. W niniejszym tekście autor uzasadnia tezę, że coraz bardziej dotkliwe zjawisko, fluktuacji sprzedawców również wymuszonej jest przede wszystkim konsekwencją złego zarządzania organizacjami sprzedażowymi. Odzwierciedla ono brak doświadczenia oraz deficyt podstawowych kompetencji oraz umiejętności menedżerów sprzedaży do radzenia sobie z problemami podległych zespołów sprzedażowych. Precyzyjna analiza zjawiska wymuszonej fluktuacji nie tylko pozwoliła na identyfikację jej przyczyn i konsekwencji, ale ponadto umożliwiła wskazać konkretne działania konieczne dla ograniczenia jej skali. (abstrakt oryginalny)

Both voluntary and involuntary turnover of sales personnel has a costly and troublesome impact on virtually all firms operating in different industries. In this paper the author argues that an increasingly important phenomenon of especially involuntary sales force turnover derives mostly from poor managerial practices and, to a certain extent, reflects the inability of sales managers to deal with sales teams problems. An accurate analysis of the phenomenon allowed for identifying practical solutions and showing specific necessary actions that would reduce the volume of sales force involuntary turnover and curb its negative consequences. (original abstract)
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Bibliografia
Pokaż
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Cytowane przez
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ISSN
1733-9758
Język
pol
URI / DOI
http://dx.doi.org/10.7172/1733-9758.2016.22.15200
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