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|Other Titles:||A Study in Tacit Knowledge of Life Planner in Selling Process Research via Repertory Grid Technique|
Graduate Institute of Library and Information Studies
Life planner is seen as "knowledge worker", which provides professional services are difficult to express explicitly. For technical aspect of selling process, in addition to life planner's professional knowledge, to learn and accumulate the experience have to via personal long-period selling experience, community and exchange interaction, and senior's inheritance. The purpose of this research is focus on tacit knowledge of life planner in selling process research via Repertory Grid Technique. The result shows there was cognition difference existed inevitable among each of the life planners, there are four dimensions: Sale Adaptation, Relationship Capacity、Emotional intelligence and Professional Knowledge, and we can find out the reason and constructs extracted from Repertory Grid Technique. In fact, all the life planners have their personal cognition of sale techniques; moreover, the meaning and interpretation of these sale elements cognitions are difference between experts and non-experts. This research give some advices for people who want to become a life planner, to well know about these four dimensions and familiar with the techniques in each step are necessary. Overall, the concept of life planner can be helpful to well know the tacit knowledge which might be used during personal selling process. Furthermore, it can also make the fresh to understand the meaning and method, so that they can have the technique of selling process and get involved in life planner's professional domain effectively.
|Appears in Collections:||圖書館學與資訊科學|
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