20.500.12556/ReVIS-1593 Prodajni razgovori v Avtohiši Vič, d. o. o. Čas tržne ekonomije predstavlja vsem podjetjem, ki prodajajo svoje izdelke in storitve velik izziv. Vse večja konkurenca zahteva poleg zanimivih, kakovostnih, strokovnih in čim bolj ugodnih ponudb tudi spretnost prodaje in predstavitve izdelkov potencialnim kupcem. Prodaja je danes izjemno zapleten proces, delo s kupci je vse bolj odgovorno in zapleteno, od prodajalca pa zahteva spretnost, zbranost, prijaznost, prilagajanje potrebam in željam kupcev. Zadovoljiti želje in potrebe kupcev je uspeh podjetja, zato je potrebno nameniti vse več časa in denarja za tržno komuniciranje. Pomembno je, da so prodajalci usposobljeni na vseh področjih dela, ki ga opravljajo, še posebno pa na področju komunikacije. Uspešnost prodaje je odvisna od mnogih dejavnikov, ki jih bom predstavila v diplomski nalogi. Diplomsko delo sem razdelila na dva dela. Prvi je teoretičen, tu podrobneje opisujem teoretična spoznanja o tržnem komuniciranju, prodajnem razgovoru, osebnosti prodajalca in osebnosti kupca. V drugem delu diplomske naloge sem analizirala uspešnost prodajnih razgovorov v Avtohiši Vič d. o. o.. Intervjuvala sem štiri prodajalce in jih tudi dnevno spremljala pri poteku prodaje od sprejema stranke do predaje vozila. Na koncu sem podala predloge za izboljšave, ki bi lahko koristile podjetju za še boljšo izvedbo prodajnega razgovora in še večjo uspešnost prodajalcev. Time of market economy presents big challenge to all the companies, which sells their products and services. The competition requires beside interesting, quality, professional and good price positioning offers also sales skills and presentations of the products to potential customers. Today the sales is very complicated process, dealing with customers is more and more responsible and complicated. Skills, concentration, politeness and adapting to needs and desires to the customers is required from the salesmen. The success of the company is to satisfy the wishes and needs of the customers. Therefore, more time and money should be invested in marketing communications. It is important for the sales people to be trained on all fields of work, especially in the field of communication. Success of sales depends on many facts, which will be described in this thesis. My thesis is divided in two parts. First part is theoretical, where I am explaining theoretical knowledge of marketing communication, sales interviews and personalities of salesmen and customers. I the second part of my thesis. I have stated the analyzes of success of sales interviews in Avtohiša Vič d. o. o. I have done four interviews with salesmen and I have also made few daily observations during their processes of selling, from the first contact with the customer until the closing of the sales process – handing over the vehicle. At the end I have stated some proposals, which could benefit the company to make the sells interviews even better and to make salesmen even more successful tržno komuniciranje prodajni razgovor kupec prodajalec komuniciranje osebna prodaja marketing communication sales interview customer salesmen communication personal selling true true false [T. Nahtigal] Slovenski jezik Neznan jezik Diplomsko delo 2017-08-11 12:13:06 2017-08-11 12:13:06 2024-06-12 13:54:18 0000-00-00 00:00:00 2016 0 Ljubljana 0 46 str. 0000-00-00 NiDoloceno NiDoloceno NiDoloceno 0000-00-00 0000-00-00 0000-00-00 005(043.3) 18058 513598338 98$$TJASA_NAHTIGAL_-_DIPLOMSKO_DELO.pdf 98$$TJASA_NAHTIGAL_-_DIPLOMSKO_DELO.pdf 1 338AE48BE4706DDEE28063827AABDC2D 704caa1cbdc8b7838cb4e2f898d5f1c129114198ea29cce407b7ef1455764abf 1642721b-2897-11ef-9c9e-001a4af901a5 https://revis.openscience.si/Dokument.php?lang=slv&id=1632 Gea College 0 0 0