Volume 2, ISSUE2/2011 - Review of Applied Socio-Economic ...

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2. ExposurePag׀ 130 ISSN: 2247-6172ISSN-L: 2247-6172Review of Applied Socio- Economic Research(Issue 2/ 2011)URL: http://www.reaser.eue-mail: editors@reaser.euThe study, which has been performed, aims at stating the need of an additional training within the sphere ofthe retail sales and more precisely, of books sales (as much as such goods are characterized by their specifics andprofitable sale, a sufficient professional preparation of the booksellers is presumed to be obtained for thatpurpose).Object of study: professional competencies of Havel Company staff.Subject of study: Company Havel staff itself.Methods of performing the study: Direct inquire; Interviewing and observation; Desk research; Comparative analysis; Structural analysis; Processing of the enquiries data and the results obtained from, using SPSS;Main task: It comprises a study of the staff professional competencies as regards to bookselling, the motiveswhich stimulate the personnel to make greater efforts in that process, and the elaboration of appropriatemethods for the training of the staff, on the basis of the total results that are to be obtained.Subtasks: Preparation and elaboration of the respective enquiry, appropriate for the purpose; Determination of the most important professional competencies of the staff as regards to books sales usingthe self-assessment methods for the purpose; Elaboration of an appropriate enquiry; Conducting of the enquiry; Processing of the results obtained from it; Analysis of the obtained results; Drawing of deductions and conclusions; Presentation of the methods for the training of the staff within the sphere of the profitable sales.Objectives of the study: Examination of the booksellers` opinion, disposition and attitude to the main steps and techniques of theselling process; Elaboration of an appropriate enquiry which should be directly conducted on the basis of interviewing; Approval or rejection of the main hypothesis and the sub-hypotheses; Summarizing the results arisen from the conducted analysis with the purpose to deduce conclusions from it; Formulating of recommendations; Preparation of appropriate methods for the training of the staff within the retail sale on the basis ofbooksellers` opinion, disposition and attitude, as well as of the recommendations given to them.Hypothesis:The main hypothesis says the dispositions characteristic for Havel Company staff are of various nature;though, it may be considered, first of all, the booksellers determine themselves as good professionals.
Sub-hypotheses:Pag׀ 131 ISSN: 2247-6172ISSN-L: 2247-6172Review of Applied Socio- Economic Research(Issue 2/ 2011)URL: http://www.reaser.eue-mail: editors@reaser.eu The booksellers are convinced to be quite familiar with single stages of the selling process and to have agood command of them; The booksellers need to improve the techniques of selling through training in that sphere; The booksellers need an extra stimulation that could contribute to an increase of the sales volume.The software product SPSS is being used for data processing and analysis, and due to its unlimited possibilities,an extremely detailed examination of the problems has been achieved.a. AnalysisFigure 1 shows the data about the sex of the staff employed by Havel Company.It is evidenced by the results, women, working for the organization, are predominant and their share amountsat 84, 75% which means that men are 15,25% only. The reasons for such an unequal distribution are two. As afirst, it is a tradition that the places of work within the retail sales sector are predominantly filled by femalerepresentatives, which is especially typical for the lowest positions. As a second, there is the explanation that thewages and salaries in such positions are usually far from being high, and that is why such kind of job is seldomapproved by the stronger sex representatives. To a certain extent, that distribution by sex is positive for theCompany and its Governing Body objectives as a minimal increment of wages and salaries or an introduction of astimulating system of payment would incite its staff to implement greater efforts into fulfillment of its duties, andmost of all – in bookselling.Figure 2 represents the summarized results obtained from the enquiry to the booksellers and from thequestion saying: “How do you assess your own professional competencies? “, respectively. What makesimpression is the fact the greatest percentage of the inquired people have graded themselves of a “good“ scoretaking into consideration the score scale from two to five. That means, slightly more than the half of thebooksellers, and precisely, 54, 02 %, have placed themselves on a comparatively high position as regards to theirprofessional standing (self-confidence). In the second place, there is the group of the self-graded of “ very good “,amounting at 31, 68%; such results are considered another proof for a good self-confidence of the staff to its ownpossibilities and competencies.
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Creating direct and indirect jobs t
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Percent of GDPLoans to corporations
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6. Employment and skillsPag׀ 75 IS
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5. ReferencesPag׀ 183 ISSN: 2247-6
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5. Macroeconomic risks in UkrainePa
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2. The background characteristics o
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population (%)Number of poor 746932
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