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oai:uvadoc.uva.es:10324/344122021-06-29T23:26:09Zcom_10324_38col_10324_852

Jiménez Aboitiz, Ricardo 7b69cffa97a6952e 500 González Ruiz, Alejandro e624dac0-89e5-4d23-a909-12a33af80344 500 Universidad de Valladolid. Facultad de Ciencias Económicas y Empresariales EDUVA47 500 2019-02-06T19:07:37Z 2019-02-06T19:07:37Z 2018 http://uvadoc.uva.es/handle/10324/34412 La venta personal es uno de los pilares fundamentales de las empresas, pues es el camino a través del cual se generan los ingresos. Por ello, aquellas empresas cuya generación de ingresos dependa, total o parcialmente, de la venta personal, debe contar con un equipo de venta cualificado, capaz de comunicar de un modo persuasivo. En este trabajo, se ha buscado proponer un modelo de discurso de ventas capaz de aumentar la cualidad persuasiva de la fuerza de ventas. Para conseguir dicho objetivo, se ha tomado como base la retórica aristotélica, procurándose la elaboración de un modelo versátil, que sirva como hoja de ruta para los vendedores, capaz de ajustarse a la variabilidad de los contextos, tanto a niveles macro, entendiéndose por tal lo variable del contexto social, como a un nivel micro, siendo éste las diferentes situaciones que pueden enfrentar empresas de sectores diversos The personal sale is one of the fundamental pillars of the companies, due to the fact that it is the way through which the income is generated. Hence, those companies whose generation of income depends, totally or partially, on personal sales, must have a qualified sales team capable of communicating in a persuasive manner. In this work, a model of sales discourse capable of increasing the persuasive quality of the sales force has been proposed. In order to achieve this objective, the Aristotelian rhetoric has been taken as a basis, seeking the elaboration of a versatile model, which serves as a roadmap for the sellers, able to adjust to the variability of the contexts, both at macro levels, understood as such the variable of the social context, as at a micro level, this being the different situations that companies from different sectors may encounter. Departamento de Sociología y Trabajo Social Grado en Marketing e Investigación de Mercados application/pdf spa info:eu-repo/semantics/openAccess http://creativecommons.org/licenses/by-nc-nd/4.0/ Attribution-NonCommercial-NoDerivatives 4.0 International Vendedores Persuasión (retórica) Venta - Marketing Análisis del discurso Fuerza de ventas Retórica Persuasión Discurso de ventas 5311.10 Dirección de Ventas 5311.05 Marketing (Comercialización) El discurso de la venta personal a través de la retórica y la persuasión info:eu-repo/semantics/bachelorThesis CC-LICENSE license_url license_url text/plain 49 https://uvadoc.uva.es/bitstream/10324/34412/2/license_url 4afdbb8c545fd630ea7db775da747b2f MD5 2 license_text license_text text/html; charset=utf-8 0 https://uvadoc.uva.es/bitstream/10324/34412/3/license_text d41d8cd98f00b204e9800998ecf8427e MD5 3 license_rdf license_rdf application/rdf+xml; charset=utf-8 0 https://uvadoc.uva.es/bitstream/10324/34412/4/license_rdf d41d8cd98f00b204e9800998ecf8427e MD5 4 LICENSE license.txt license.txt text/plain 4250 https://uvadoc.uva.es/bitstream/10324/34412/5/license.txt 909e634ba52becf192e4e9b4bcde7863 MD5 5 THUMBNAIL TFG-E-643.pdf.jpg TFG-E-643.pdf.jpg IM Thumbnail image/jpeg 4238 https://uvadoc.uva.es/bitstream/10324/34412/6/TFG-E-643.pdf.jpg 4c73d4be8a154315bcb95e8b49ea75cf MD5 6 ORIGINAL TFG-E-643.pdf TFG-E-643.pdf application/pdf 977430 https://uvadoc.uva.es/bitstream/10324/34412/1/TFG-E-643.pdf ae780b0c97515c969afbd7a1c75ff603 MD5 1 10324/34412 oai:uvadoc.uva.es:10324/34412 2021-06-30 01:26:09.657 UVaDOC repositorio@uva.es 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