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Title: Prodajni razgovori v Avtohiši Vič, d. o. o. Authors: ID Nahtigal, Tjaša (Author) ID Števančec, Darko (Mentor) More about this mentor... Files: 98$$TJASA_NAHTIGAL_-_DIPLOMSKO_DELO.pdf (1,38 MB) MD5: 338AE48BE4706DDEE28063827AABDC2D   Language: Slovenian Work type: Undergraduate thesis Typology: 2.11 - Undergraduate Thesis Organization: GeaCol - GEA College - Faculty of Entrepreneurship Abstract: 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. Keywords: tržno komuniciranje, prodajni razgovor, kupec, prodajalec, komuniciranje, osebna prodaja Place of publishing: Ljubljana Publisher: [T. Nahtigal] Year of publishing: 2016 Number of pages: 46 str. PID: 20.500.12556/ReVIS-1593  COBISS.SI-ID: 513598338  UDC: 005(043.3) Publication date in ReVIS: 11.08.2017 Views: 3434 Downloads: 182 Metadata:    Cite this work Plain text BibTeX EndNote XML EndNote/Refer RIS ABNT ACM Ref AMA APA Chicago 17th Author-Date Harvard IEEE ISO 690 MLA Vancouver : Copy citation

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Abstract:	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
Keywords:	marketing communication, sales interview, customer, salesmen, communication, personal selling

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