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Title:Postopek in proces prodaje vozil Mercedes-Benz pri podjetju XY : diplomsko delo visokošolskega strokovnega študijskega programa prve bolonjske stopnje Management poslovnih sistemov
Authors:ID Zgubič, Filip (Author)
ID Ivanuša-Bezjak, Mirjana (Mentor) More about this mentor... New window
Files:URL https://d.cobiss.net/repository/si/files/272743171/175141/Zgubi%C4%8D_Filip_dd_2025.pdf
 
.pdf Zgubic_Filip_dd_2025.pdf (13,78 MB)
MD5: AFC90DB111E10D0B3A54BC8A3F3A5F6F
 
Language:Slovenian
Work type:Bachelor thesis/paper
Typology:2.11 - Undergraduate Thesis
Organization:UAMEU - Alma Mater Europaea University
Abstract:Diplomsko delo obravnava sodobne trende v prodajnem procesu s posebnim poudarkom na avtomobilski industriji. Osrednji namen naloge je bil raziskati, kako se podjetja, zlasti v segmentu prodaje vozil, prilagajajo novim pričakovanjem kupcev in tehnološkim spremembam, ter v kolikšni meri uvajanje digitalizacije, personalizacije in trajnostnih praks prispeva k izboljšanju uporabniške izkušnje. V teoretičnem delu so predstavljeni ključni koncepti sodobne prodaje in spremembe, ki jih narekujejo digitalni razvoj, trajnostna usmerjenost ter vedno bolj individualiziran pristop k potrošniku. V empiričnem delu je bila izvedena kvantitativna raziskava z analizo anketnih odgovorov strank podjetja XY, ki je razkrila visoko raven zadovoljstva kupcev z vsemi ključnimi fazami prodajnega procesa. Na podlagi analize so bili oblikovani konkretni predlogi za nadaljnjo optimizacijo, pri čemer se delo osredotoča na tri področja: izboljšanje uporabniške izkušnje, učinkovitejšo uporabo digitalnih orodij ter implementacijo trajnostnih elementov v prodajni proces. Zaključne ugotovitve potrjujejo, da lahko podjetja s celostnim pristopom, ki vključuje sodobne trende in aktivno odzivnost na potrebe strank, dolgoročno povečajo svojo konkurenčnost in kakovost odnosov s kupci.
Keywords:prodajni proces, uporabniška izkušnja, digitalizacija, trajnost, avtomobilska industrija
Place of publishing:Maribor
Place of performance:Maribor
Publisher:F. Zgubič
Year of publishing:2025
Year of performance:2025
Number of pages:40 str.
PID:20.500.12556/ReVIS-13357 New window
COBISS.SI-ID:272743171 New window
UDC:658.8:005.21(043.2)
Publication date in ReVIS:24.03.2026
Views:27
Downloads:1
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Secondary language

Language:English
Abstract:This thesis explores modern trends in the sales process, with a particular focus on the automotive industry. The primary objective of the research was to examine how companies, especially in the vehicle sales sector, adapt to evolving customer expectations and technological developments, and to what extent the integration of digitalization, personalization, and sustainability practices contributes to enhancing the customer experience. The theoretical part presents key concepts of contemporary sales and highlights the transformations driven by digital progress, sustainability orientation, and an increasingly individualized approach to consumers. The empirical part includes a quantitative survey conducted among customers of Company XY, which revealed a high level of satisfaction across all major stages of the sales process. Based on this analysis, specific recommendations for further process optimization were developed, focusing on three main areas: improving the user experience, enhancing the use of digital tools, and implementing sustainable practices in sales activities. The findings confirm that an approach, one that embraces modern trends and actively responds to customer needs, can significantly increase a company’s competitiveness and strengthen long-term customer relationships.
Keywords:sales process, customer experience, digitalization, sustainability, automotive industry


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