Proces osebne prodaje v trgovini na drobno

diplomski projekt

Klementina Fidler (Author), Bruno Završnik (Mentor)

Abstract

Brez trgovin na drobno si svojega življenja ne znamo več predstavljati. Vendar pa nas samo ena stvar lahko zmoti do te mere, da trgovine ne bomo več obiskali. In marsikdaj to ni sam videz prodajalne, ampak odnos prodajnega osebja do nas, kupcev. Ravno prodajalci so tisti, ki nam, potencialnim kupcem svoje izdelke predstavljajo, kažejo njihovo uporabo in nam navsezadnje tudi svetujejo o nakupu in pomagajo pri izbiri primernega izdelka za nas. V svojem diplomskem projektu sem se osredotočila na prodajalce v trgovinah s prenosnimi računalniki, saj gre za pripomoček, ki svet vedno bolj preplavlja in je zares pomembno, da si izberemo takšnega, ki nam bo pri našem delu najbolje pomagal. V največji meri je ravno od prodajalcev odvisno, ali se bomo za nakup odločili ali ne, ter navsezadnje ali se bomo vrnili v prodajalno. Za uspešno prodajo izdelkov je potrebno pri kupcu narediti veliko. Če so prodajalci prijazni in ustrezno strokovno usposobljeni je velika verjetnost, da bo prodaja uspešna. Če pa kupec ni dovolj strokovno usposobljen, je do kupca neprijazen, se mu nima časa posvetiti oziroma želi komunikacijo kar se da hitro prekiniti prodaja najverjetneje ne bo uspešna. Prav tako pa lahko pričakujemo, da se kupec v prodajalno ne bo več vrnil in bo poiskal tisto, v kateri so prodajalci nasprotje prejšnjih. Za uspešen nakup je torej ključna komunikacija med kupcem in prodajalcem, ter odnos prodajalca do kupca.

Keywords

prodaja;osebna prodaja;trgovina na drobno;prodajalci;kupci;

Data

Language:	Slovenian
Year of publishing:	2014
Typology:	2.11 - Undergraduate Thesis
Organization:	UM EPF - Faculty of Economics and Business
Publisher:	[K. Fidler]
UDC:	658.87
COBISS:	11829532
Views:	1612
Downloads:	324
Average score:	0 (0 votes)
Metadata:

Other data

Secondary language:	English
Secondary title:	ǂThe ǂprocess of personal selling in retailing
Secondary abstract:	We can no longer imagine our lives without retail. But there is only one reason preventing us from returning to a store. Usually this is not how the store looks like, but how the shop assistant acts toward us, the costumers. They are the people, who present us the product, give us advice about purchase and help us to find the best product for us. In my teases I am focusing on laptop salesmen, because laptop is an important gadget that improves our lives extensively. That is why it is important we find the right one for us. Usually our purchase and returning to the shop depend on salesmen assistance. If shop assistants are friendly and suitably qualified, the shops selling will increase. The result may be opposite if the salesman is not qualified, is unfriendly, does not devote the costumer enough time or wants to end the conversation as quickly as possible. In such case, the costumer may not return to this shop and will find one, was he will get what he deserves from the staff. Successful communication between costumer and salesmen as well as the relationship between them is the key to successful retail.
Secondary keywords:	Personal selling;retail;shop assistant;customer;
URN:	URN:SI:UM:
Type (COBISS):	Final seminar paper
Thesis comment:	Univ. v Mariboru, Ekonomsko-poslovna fak.
Pages:	40 str., 2 str. pril.
ID:	8730035