Record Details

Skills Required by Consultants for Success within the Competitive Auto Sales Business Environments

Journal of Business Theory and Practice

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Field Value
 
Title Skills Required by Consultants for Success within the Competitive Auto Sales Business Environments
 
Creator Akaeze, Dr. Nana Shaibu
O. Akaeze, Dr Christian
 
Description Automobile sector is significant to the United States economy accounting for over 3 million jobs in total employment (Mondal, 2011). Sales personnel are essential for generating revenues to sustain the Auto sector. However, automobile sale consultants’ voluntary turnover rate approximates 34.7% costing dealerships about $75,000 per salesperson in annual total cost (Davieson, 2011). Guided by knowledge-based view, the purpose of this multiple case study was to explore skills required by some consultants in New York for success beyond five years within the competitive auto sales business environment. Data were collected through semi structured interviews from 20 participants who consulted in same auto dealership and succeeded at least 5 years. Data analysis involved coding techniques and cluster analysis. Member checking strengthened credibility and trustworthiness in interpreting participants’ responses. The 3 themes that emerged related to skills used by auto sales consultants for success including Technical knowledge, Interpersonal, and Salesmanship Skills. Findings may contribute to social change by specifying some skills which successful auto sales consultants use to improve performance, mitigate job loss and reduce turnover rate. Information may enhance product training to facilitate sales skills and increase revenue leading to prosperity of auto dealerships, their employees, and the locality.
 
Publisher SCHOLINK INC.
 
Contributor —
 
Date 2017-03-01
 
Type info:eu-repo/semantics/article
info:eu-repo/semantics/publishedVersion
Peer-reviewed Article
 
Format application/pdf
 
Identifier http://www.scholink.org/ojs/index.php/jbtp/article/view/831
10.22158/jbtp.v5n1p42
 
Source Journal of Business Theory and Practice; Vol 5, No 1 (2017); p42
2329-2644
2372-9759
 
Language eng
 
Relation http://www.scholink.org/ojs/index.php/jbtp/article/view/831/871
 
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