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.
The article is devoted to the study of the choice of coping strategies of small and medium-sized entrepreneurs in the conditions of the COVID-19 pandemic. During the pandemic, entrepreneurs faced various types of stress and emotional stress caused by both the risks of losing business and economic crises, as well as negative psychological states of experiencing mass PTSD. The article provides statistics on the state of entrepreneurship before and after the COVID-19 pandemic, as well as analyzes the issues of personal attitude of entrepreneurs to quarantine restrictions and its impact on business. In addition, the article examines the theory of coping behavior by R. Lazarus and S. Folkman, which presents the main interpretations of the concept of "coping" and its basic elements as ways of psychological protection of an individual in conditions of experiencing stressful and difficult life situations. Eight main coping strategies are analyzed, which are necessary for entrepreneurs in the face of threats and business risks caused by economic fluctuations in market conditions due to the introduction of national quarantine measures. The article describes the process of empirical research of the attitude of entrepreneurs to the course and consequences of the COVID-19 pandemic. Also, statistically calculated the coping strategies used, focused on solving problems, emotions or avoidance, characteristic of Ukrainian entrepreneurs in an uncertain economic situation in the state. The article develops and formulates the main recommendations concerning information hygiene, emotional state control, mental relaxation, the introduction of physical activity and long-term planning, which will allow entrepreneurs to maintain emotional stability and prevent PTSD caused by the consequences of the COVID-19 pandemic.
The article is devoted to topical issues of business communication culture and highlighting its main components as effective tools for business negotiations. To date, the ability to negotiate and communicate without conflict is important for any employee, the purpose of the article is to analyze the main components, forms, styles of communication, based on this, certain recommendations and prevention of threats that may arise during the conversation are created. The importance of the study lies in the fact that the ability to communicate with people correctly is one of the most important factors for achieving success in business and indicates the intellectual potential of the individual. It is very important for a competent specialist to contribute to the formation of a positive social and psychological climate when conducting dialogues or negotiations. After all, only a calm, balanced, with a high level of culture of business communication leader will be able to gain respect and get along with other interlocutors. Business communication covers many factors, in particular: motivation, organization, planning, decision-making and several elements: transmission, perception, understanding. It is believed that 85% of success in any job depends on the ability to communicate with people, and the remaining percentage is experience in the field of activity. Manners, education, behavior, ability to stay in public - these are the details that people around us pay attention to in the first place, especially business partners. That is why, this paper considers all the factors that will help to understand the culture of business communication, learn how to conduct a conversation delicately, all types, features, styles and technologies of communication are considered. The article considers the requirements of language communication in a business environment and how a person behaves in relation to his opponent in his verbal and non-verbal communication, as a result of which it was found out which postures, gestures and facial expressions indicate the disinterest of the partner in the negotiations. Since conflict is one of the forms of communication, the article describes the possible causes of such situations. One of the main features of business speech is regulation or subordination to rules, these restrictions are perceived as generally accepted norms of social behavior and in order to avoid conflict, it is necessary to follow some recommendations.
Стаття присвячена дослідженню інтернет брендингу як інструменту сучасного підприємництва. Проаналізовано його методи та структуризовано ключові етапи створення успішного брендингу. Розібрано необхідні складові сучасного підприємництва. Підібрані та проаналізовані сучасні професій, які необхідні для роботи над традиційним та інтернет-брендингом. Досліджено актуальність фактору існування інтернет-брендингу, обґрунтовано його необхідність у наші часи. Виведено головні причини пріоритетності та ефективності інтернет-брендингу. Досліджено його роль у сучасному бізнесі, його походження та вплив на інформаційне середовище і суспільство. Окреслено ключові елементи росту бізнесу, підвищення кількості клієнтів та продажів. Досліджено вплив інтернет-брендингу на зв’язок з споживачем, на пошук нової аудиторії підприємництва та утримання теперішньої.
The problem of psychotherapeutic work with symbols and images in the popular in modern conditions method of systemic family constellations, founded by Bert Hellinger, is considered in the article. Psychotherapeutic work in this method covers the content of the unconscious at three levels: personal, generic and collective unconscious. Each of these levels has its own specific symbolism, understanding of which should be possessed by a psychotherapist working in this area of psychotherapy. One of the fundamental mechanisms of the systemic family constellations method is the work with symbols and images that reflect certain mental structures. In the process of conducting a psychotherapeutic session, the client or the substitutes during group work experiences arise that reflect the dynamics in the unconscious structures of the psyche of the client. Similarly with other methods, the language of the unconscious client is reflected through symbols, images, fantasies, metaphors, on the basis of which the therapist builds a session strategy. In the method of systemic family constellations, much attention is paid to the interconnections between the structures of the psyche, which B. Hellinger calls the "orders of love." The orders of love are those laws and patterns on the basis of which the relationships between the structures of the human psyche are built. These relationships can be in a normal state, and then a person feels holistic and integrated and they can be broken, and this causes symptoms or problems. B. Hellinger singles out many similar connections or “orders of love” in the human psyche. The main "orders of love" and their violations arise in the relationship between parents and children, between husbands and wives, brothers and sisters, men and women. Symptoms, as a rule, symbolically reflect the contradiction between inner experiences and behavior, for example, inner experience is based on the rejection of someone, while outwardly this is not demonstrated. Working with a problem or symptom in the method of systemic family constellations, the therapist seeks to eliminate this contradiction and thus transform the negative relationship (the order of love) into a constructive one. Symbols of constructive relationships are feelings of respect and acceptance for other people.
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