20.500.12556/DKUM-17520 IZBOLJŠANJE PRODAJNEGA POSLOVANJA V PODJETJU VAŠ PROFIT D.O.O. SALES IMPROVING OF THE COMPANY VAŠ PROFIT D.O.O. Nobena organizacija ni popolna, vendar je njeno poslanstvo, da teži k popolnosti. Da jo doseže oz. se ji čim bolj približa, so potrebni določeni napori. V diplomski nalogi sem proučevala podjetje, ki se ukvarja s prodajo oglasnega prostora. Njihova prodaja temelji na osebni prodaji, ter na prodaji preko telefona, za zadovoljstvo svojih odjemalcev poskuša poskrbeti z dobrimi poprodajnimi aktivnostmi, ki jih mora nenehno izpopolnjevati. Prav tako se podjetje zaveda pomembnosti predprodajnih aktivnosti, s katerimi želi priti v stik s potencialnimi oglaševalci. Da lahko podjetje vse našteto dobro izpelje mora poskrbeti za dobre temelje, na katerih bo lahko gradilo svoje poslovanje. Tako sem podjetju podala predloge, ki izhajajo iz managemeta prodaje. Moji predlogi temeljijo na načrtovanju, izvajanju ter nadzoru prodaje oz. poslovanja. Pri načrtovanju sem se osredotočila na poslanstvo podjetja, s katerim bo podjetje, ko ga bo opredelilo dobilo odgovore na vprašanja: s kakšno dejavnostjo se ukvarja sedaj, kakšna naj bi bila njihova dejavnost, ter kaj lahko storijo najbolje. Prav tako si mora podjetje postaviti cilje, ki jih bo v prihodnosti zasledovalo, ter poslovno strategijo, pri kateri mora opredeliti sredstva s katerimi bo dosegalo zastavljene cilje. Pri izvajanju poslovanja sem podala predloge, ki se nanašajo na kadrovanje, motiviranje in nagrajevanje zaposlenih, saj sem mnenja, da so zaposleni v podjetju ključnega pomena za uspešno poslovanje. Načrtovanje in izvajanje česarkoli v podjetju pa je nesmiselno, če za njima ne sledi faza nadzora, ki se mora izvajati sproti in dosledno. Not one organization is perfect but it is always its mission to tend to perfection. To reach the level of perfection, respectively to come as close as possible certain efforts are required. In the paper a company that is engaged with sales of advertisement space is being studied. Their sales are based on personal sales and on phone sales. With constant after-sales activities, which are constantly being improved, they try to satisfy their clients. They are aware of importance of pre-sales activities with which they want to come in contact with potential advertisers. In order to perform well, the company has to build on firm foundations. In this spirit I suggested some propositions which originate in sales management. Propositions base on planning, executing and control of sales/business. In the field of planning the focus is on the company’s mission, with whom the company can, when it knows what its mission is, answer following questions: with which activities they are occupied with; what are supposed to be their activities; how they can do it the best possible way. They also have to set their goals which they intend to reach in the future and their strategy, where they have to define the necessary means for reaching their goals. In the field of executing the suggestions are concentrated on personnel issues, motivation and an award system for personnel, because the company’s personnel are the key factor of success. Planning and executing have no sense if they are not followed with a stage of control, which has to be executed constantly and consistent. prodaja osebna prodaja telefonska prodaja zadovoljstvo odjemalcev management prodaje načrtovanje prodaje izvajanje prodaje nadzor prodaje sales personal sales phone sales customer satisfaction sales management sales planning sales execution sales control true true false [B. Čuješ] Slovenski jezik Angleški jezik Diplomsko delo 2011-02-17 14:08:28 2011-05-09 10:43:11 2022-04-13 09:34:28 2023-12-22 03:33:04 2011 0 Maribor 0 0000-00-00 NiDoloceno NiDoloceno NiDoloceno 0000-00-00 0000-00-00 0000-00-00 658.8 10638876 URN:SI:UM:DK:UVMCOMGM UNI_Cujes_Bojana_2011.pdf UNI_Cujes_Bojana_2011.pdf 1 8B4BAF1663A0FE776DA3ECC322C22367 fc114d40d0d5014c4e7a883705f2c86b00ca983f1617a4f00ed90cd6b2852d54 e96820ec-7c04-11eb-bb7a-00155d0001ca 20.500.12556/dkum/54ddbe41-7a57-4f9c-8a21-b4ddc35387fe https://dk.um.si/Dokument.php?lang=slv&id=20500 Ekonomsko-poslovna fakulteta 0 0 0