Analiza procesa prodaje prodajalca v organizaciji Petrol d. d.

delo diplomskega projekta

Tamara Predan (Author), Matjaž Iršič (Mentor)

Abstract

Dandanes proces prodaje doživlja nenehne spremembe ter hiter napredek. Živimo v dobi nepričakovanih sprememb. So dejstva, s katerimi se moramo soočiti ter ob enem spopasti, če želimo uspeti. Vsak prodajalec ve, da dandanes težko proda tisto, kar ponudi. Zato je potrebna dobra strategija, predvsem pa jasen cilj. V tej diplomski nalogi se bomo osredotočili na analizo procesa prodaje prodajalca. V teoretičnem delu bomo predstavili definicijo marketinga, opredelili bomo tudi pojem procesa prodaje, opisali korake v procesu prodaje od prvega stika s kupcem pa do zaključka prodaje. Omenili bomo tudi analizo procesa prodaje, zakaj je pomembna naloga vsakega podjetja. Delo s kupci je vse bolj odgovorno in zahtevno, od prodajalcev zahteva nenehno zbranost, osredotočenost, prijaznost, spretnost, predvsem pa prilagajanje kupčevim željam in potrebam. V empiričnem delu bomo predstavili študijo primera ter anketno analizo, s katero bomo poskušali prikazati s kupčevega vidika, kako oni dojemajo, kaj je zanje najbolj pomembno pri lastnostih prodajalcev, prodajalne ter kaj je zanje pomembneje ob prihodu v prodajni prostor.

Keywords

marketing;prodaja;prodajni proces;uspešnost;

Data

Language:	Slovenian
Year of publishing:	2020
Typology:	2.11 - Undergraduate Thesis
Organization:	UM EPF - Faculty of Economics and Business
Publisher:	[T. Predan]
UDC:	658.8
COBISS:	30899971
Views:	366
Downloads:	63
Average score:	0 (0 votes)
Metadata:

Other data

Secondary language:	English
Secondary title:	Analysis of selling process the seller in the organization of Petrol d. d.
Secondary abstract:	Today the sales process is undergoing constant change and rapid progress. We are living in an age of unexpected change. These are the facts we have to face, and have to deal with in order to succeed. Every salesman knows that today is difficult to sell a thing which he offer. Therefore, a good strategy is needed, and above all, a clear goal. In this thesis, we will focus on analyzing the seller’s sales process. In the theoretical part we will present the definition of marketing, we will also define the concept of the sales process, describe the steps in the sales process from the first contact with the customer to the end of the sale. We will also mention an analysis of the sales process, why is so important to every business. Working with customers is becoming more responsible and demanding, it requires sellers to be constantly concentrated, focused, kind, skillful, and above all, to adapt to the customer's wishes and needs. In the empirical part we will present a case study, as well as a survey analysis, which will try to show from the customer's perspective how they perceive what is most important to them in the properties of the sellers, the shop, and what is more important to them upon arrival in the sales space.
Secondary keywords:	Sales process;marketing;sales;successful sales;Petrol d. d.;
Type (COBISS):	Diploma project paper
Thesis comment:	Univ. v Mariboru, Ekonomsko-poslovna fak.
Pages:	22 str., 3 str. pril.
ID:	11206537