The article is devoted to the problem of improving the process of training sales personnel in Ukrainian companies. The stages of implementation of sales training in Ukrainian companies are considered. The process of developing educational programs is considered in detail. All types of group and individual training programs were analyzed. The advantages of training sales personnel for Ukrainian companies have been determined. The workforce plays a special role in the activity of any enterprise. At the same time, it should be noted that in companies that aim to enter foreign markets, human resources become extremely important. Personnel selection, motivation, training, adaptation and other elements of management become even more important. Sales training is an organized program to improve the skills, abilities, attitudes and performance of sales personnel to achieve sales objectives through best practices. It is organized to support the sales performance of the sales force to make them adapt strategically to changes in sales practices to also support the profits of the enterprise. It is a process developed with sales personnel to bridge the gap that exists between what salespeople have and what the sales force requires in order to achieve the desired sales results in the sales environment. This gap can be closed because sales training allows salespeople to learn job-related concepts and develop skills and attitudes that will undoubtedly increase their productivity. In fact, it helps salespeople adapt their behavior to win the sales race in the face of new challenges. The goal of a sales training program is to improve sales performance and achieve the best possible sales success. It helps the sales company/executive who wants to improve their sales skills. These are the most common goals, but they vary widely depending on the types of skills that salespeople lack, the types of training programs, and the environment.
Мета даної статті полягає в поясненні особливостей побудови комунікації в переговорному процесі. Аналізуючи, систематизуючи та узагальнюючи праці багатьох учених, було надано визначення переговорів та розглянуто їх основні моделі на основі систематизації й узагальнення думок учених-практиків. Виділено новітні та найбільш популярні стратегії ведення переговорів. Охарактеризовано найбільш розповсюджені типи співрозмовників на основі опрацювання праць видатних учених, а також визначено їх особливості, які можна виявити на початку переговорного процесу, що дає можливість правильно визначити подальший курс розвитку взаємовідносин з опонентом. У роботі наведено перелік тактичних прийомів, які використовуються досвідченими переговірниками у процесі переговорів. Даний напрям є доволі перспективним через збільшення значення світової співпраці як для вітчизняних, так і для іноземних підприємств. Виникає потреба в підвищенні ефективності міжнародних переговорів, задоволення якої потребує досконального вивчення та вдалого використання інструментів комунікації.
The article considers the problem of improving the efficiency of management work at enterprises operating in the field of logistics in international markets. The efficiency of corporate personnel and successful corporate activities largely depends on the level of competence of employees, which is the most important component of personnel management and compliance with personnel strategy. Today, human resources are considered the most important internal resource to improve production efficiency, so effective personnel management is the key to business success and efficiency. Human resource management involves the formation of “correct” model of employee behavior, so that their qualifications and professionalism meet the requirements of the company, actively initiate and implement their desires in the process. To ensure and improve the skills of managers, rational organization and management should be considered as a prerequisite for effective human resource management, which requires the establishment of new effective methods and forms of selection, placement, evaluation and development of skills. Management of various spheres of public life has its own characteristics, and the study of the management process requires differentiated methods, which is the subject of special research. Management activity is a kind of consciously carried out human activity, the purpose of which is to ensure the effectiveness of work performed (individual or collective), to achieve certain goals, to solve related tasks, to perform functions. The concept of “management” is broader than the concept of “management work”, because management activities include management, work, man and nature, in other activities, management activities are leading and guiding. The impact is not in management, but in the process of its implementation. In modern scientific thought, we can identify various methods of defining the concept of managerial work and establish the essence of its category. However, despite the significant contribution of scientists in the study of managerial work, unresolved, in our opinion, remain issues related to the management of managerial work in the field of foreign economic activity of enterprises, including its development in such enterprises.
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