diplomsko delo visokošolskega strokovnega študija Organizacija in management kadrovskih in izobraževalnih procesov
Petra Alič (Author), Polona Šprajc (Mentor)

Abstract

V podjetju je dober prodajalec ali prodajna ekipa velikega pomena. Dober prodajalec se ne rodi, pač pa se skozi leta izkušenj in izobraževanja, tako formalnega kot neformalnega, nenehno izoblikuje in nadgrajuje. Njegova odličnost in sposobnost pa se merita in ocenita lahko le finančno. Izpostavili smo nekaj ključnih sposobnosti, ki jih potrebuje prodajno osebje za uspešno prodajo. Predstavili smo tudi pomen ključnega kupca ter ga s Swot analizo umestili na pravilno mesto. Pogledali smo pogajalske trike, ki jih kupci največkrat uporabljajo v pogajanjih s prodajalci, proizvajalci uporabljajo ter najboljše odzive nanje. Diplomsko delo je sestavljeno iz dveh delov: teoretičnega in raziskovalnega dela. Pri raziskovalnem delu smo izvedli anonimno anketo o potrošniških navadah kupcev. Rezultati ankete so nam lahko v pomoč pri nadaljnji usmeritvi prodaje v podjetju.

Keywords

prodajno osebje;prodaja;kupec;

Data

Language: Slovenian
Year of publishing:
Typology: 2.11 - Undergraduate Thesis
Organization: UM FOV - Faculty of Organizational Sciences
Publisher: [P. Alič]
UDC: 374
COBISS: 7434003 Link will open in a new window
Views: 1413
Downloads: 197
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Other data

Secondary language: English
Secondary title: THE ROLE OF EDUCATION SALES STAFF AT THE COMPANY LJUBLJANSKE MLEKARNE D.D.
Secondary abstract: The company has a good salesman or a sales team of great importance. A good salesman is not born, but through years of experience and education, both formal and informal constantly formed and upgrades. His excellence and ability is measured and evaluated only financially. We highlight some of the key capabilities provided by sales staff to sell successfully in need. We also explained the importance of key buyer and the SWOT analysis placed in the correct location. We looked negotiating tricks that buyers often used in negotiations with vendors, manufacturers are used, and how best to respond to them. The thesis consists of two theoretical and research work. In the research we conducted an anonymous survey about the consumer habits of customers. The survey results we can assist in the further direction of the sale of the company.
Secondary keywords: sales staff;sales;buyer;sales Team;education;
URN: URN:SI:UM:
Type (COBISS): Undergraduate thesis
Thesis comment: Univ. v Mariboru, Fak. za organizacijske vede
Pages: 48 f.
ID: 8751824
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