diplomsko delo
Boštjan Zmrzlak (Avtor), Matjaž Iršič (Mentor)

Povzetek

Osnovni smisel vsakega podjetja je, da produkt dela tudi najde svoje odjemalce. Tako je prodaja tista funkcija v podjetju, ki zaključuje poslovni proces podjetja, rezultat prodaje pa transformacija izdelkov in storitev v denar. Uspešnost prodaje se odraža v doseganju zastavljenih ciljev in smotrov organizacije. Zato mora vsako podjetje spremljati uspešnost prodaje. Diplomsko delo je razdeljeno na štiri poglavja. Uvodni del zajema predstavitev proučevanega problema, namen, cilje, osnovne trditve ter predpostavke in omejitve diplomskega dela. Sledi teoretični del, v katerem so zbrana teoretična izhodišča proučevane problematike in v katerem teoretično razdelam različne faze analize uspešnosti prodaje. V empiričnem delu so spoznanja in pogledi iz teoretičnega dela uporabljeni v proučevanju na primeru podjetja Tegometall inženiring, d. o. o. V četrtem delu pa navajam sklepne ugotovitve in spoznanja proučevanih problemov ter razložim pridobljene rezultate v zvezi z osnovnimi trditvami. Analiza uspešnosti prodaje je samo potrdila mnenje, da mora vsako podjetje konstantno analizirati preteklo poslovanje in iskati možnosti za izboljšanje, ne glede na nekako utečeno miselnost v podjetju, da je takšno početje »izguba časa«. Brez podatkov iz analize uspešnosti prodaje odločevalci tavajo v temi in se ravnajo po instinktu, z izsledki analize pa so lahko v pravem trenutku na pravem mestu in veliko manj podvrženi presenečenjem v poslovnem okolju in znotraj podjetja.

Ključne besede

trženje;prodaja;prodajno osebje;oprema;uspešnost;

Podatki

Jezik: Slovenski jezik
Leto izida:
Tipologija: 2.11 - Diplomsko delo
Organizacija: UM EPF - Ekonomsko-poslovna fakulteta
Založnik: [B. Zmrzlak]
UDK: 658.8(043.2)
COBISS: 12367388 Povezava se bo odprla v novem oknu
Št. ogledov: 1092
Št. prenosov: 247
Ocena: 0 (0 glasov)
Metapodatki: JSON JSON-RDF JSON-LD TURTLE N-TRIPLES XML RDFA MICRODATA DC-XML DC-RDF RDF

Ostali podatki

Sekundarni jezik: Angleški jezik
Sekundarni naslov: Sales performance analysis in the company Tegometall engineering Ltd.
Sekundarni povzetek: The basic purpose of every company is to find customers for its work product. Therefore the sale in the company is the function which concludes the business process of the company and the result of the sale is transformation of products and services into money. The success of the sale is reflected in the achievement of set goals and aims of the organization. Therefore it is important for each company to follow the success of the sale. The diploma is divided into four chapters. The introduction contains presentation of studied problem, purpose, goals, basic claims and assumptions, and limitation of the diploma. This is followed by a theoretical part, which contains all theoretical staring points of studied issues and where various phases of the analysis of sale success are elaborated in details. In the empirical part the findings and views from the theoretical part are used for studying the case of company Tegometall engineering, Ltd.. The fourth part contains concluding findings and discoveries of the studied issues and explanation of the gained results in the connection to the basic statements. The analysis of the sale success only confirmed the assumption that each company has to constantly analyse past business and seek for opportunities for improvement, regardless of the somewhat settled mentality in the company that this is only »a waste of time«. Without the data from the analysis of sale success the decision makers wander in the dark and follow their instinct. With the analysis results they can be at the right place at the right time and get lesser chance of getting surprised in the business environment and inside the company itself.
Sekundarne ključne besede: sale;sale management;analysis of sale success;sale scope;sale staff;trade equipment;
URN: URN:SI:UM:
Vrsta dela (COBISS): Diplomsko delo
Komentar na gradivo: Univ. v Mariboru, Ekonomsko-poslovna fak.
Strani: II, 50 str.
ID: 9137757