20.500.12556/DKUM-17771 ANALIZA PRODAJNIH PROCESOV V MONTAŽNI GRADNJI ANALYSIS OF SELLING PROCESS IN PREFABRICATED CONSTRUCTION Odločitvi za diplomsko delo, ki vključuje analizo prodajnih procesov pri ponudnikih montažne gradnje, je botroval projekt, ki se ga lotevava z možem. Glede na odločitev, da se ne bova lotila klasične gradnje, ampak montažne, sem želela svoje izkušnje, ki sem jih pridobila med zbiranjem ponudb in odločanjem za ponudnika, vključiti v diplomsko delo. Zanimalo me je, ali se ponudniki montažnih gradenj držijo smernic uspešne prodaje. Vemo, da so ponudniki visoko kvalitetni, nikjer pa ne izvemo kaj dosti o njihovih prodajnih postopkih, o načinu oskrbovanja potencialnega kupca. Teoretični del sestoji iz analize sekundarnih virov na temo prodaje, prodajnih procesov, tehnik, komunikacije s kupci, osebne prodaje in gre proti načelom uspešne prodaje. Praktični del ponuja analizo štirih najbolj poznanih slovenskih ponudnikov montažnih gradenj. Preko analize obstoječih podatkov o ponudnikih ter s terensko analizo odkriva, katere so glavne prednosti oziroma pomanjkljivosti ponudnikov. Analizirali smo: • spletne skupnosti in spletno dostopne informacije na temo montažnih gradenj, • prvi stik kupca s ponudnikom, • prvi obisk kupca pri ponudniku, • ponudbo, posredovano s strani ponudnika. Diplomsko delo zaključujemo z ugotovitvijo, da je edino PONUDNIK B po naši analizi vreden zaupanja tako velikega in pomembnega projekta. Decision for writing about sale processes of prefabricated wooden construction suppliers was made due to our personal building project which is ahead of us. Since we choose not to build our house on a classic Slovenian way, I decided to share my experiences in the reality, while going through the process of gathering information and deciding for the most appropriate construction company. My main interest was to know if the companies are working in accordance with a specific way of successful sales techniques. We all know that their products are high in quality with famous history, but we don’t know how their personalized services towards potential customer are as there is no such feed-back or testimonials leading to that kind of important information. Theoretical part contains analysis of sales in its broad sense, techniques, individual customer care and attention, leading to a successfully concluded sale operation. Analysis of already existing data on companies and reality of field research highlights advantages and disadvantages of companies that promote prefabricated wooden construction houses. I have analyzed: • web communities and web information on the topic of prefabricated wooden construction houses, • first contact of customer with companies, • first customer visit at the companies, • Offer from the companies. We are finishing the diploma work with the conclusion that the only company among the analyzed ones, worth of our trust and money for such important project is COMPANY B. prodajni procesi prodajne tehnike montažna gradnja odločitev za nakup sale processes sale techniques prefabricated wooden construction buying decision true true false [M. Sinivassen] Slovenski jezik Angleški jezik Diplomsko delo 2011-03-16 13:02:54 2011-05-16 12:55:09 2022-04-13 10:08:20 2023-12-23 03:08:49 2011 0 Maribor 0 0000-00-00 NiDoloceno NiDoloceno NiDoloceno 0000-00-00 0000-00-00 0000-00-00 658.8 10649372 URN:SI:UM:DK:JBPQKHO6 UNI_Sinivassen_Mirjam_2011.pdf UNI_Sinivassen_Mirjam_2011.pdf 1 479C293650E464D151822755373686AB 09c4b81f39b419ffbffe1edbe7bbd1175b5f894c92a43a5cbf7c1d91cd0f32cb f83605a9-7c04-11eb-bb7a-00155d0001ca 20.500.12556/dkum/bd74a82c-510e-40d9-8481-ecd6e15c7dc2 https://dk.um.si/Dokument.php?lang=slv&id=20890 Ekonomsko-poslovna fakulteta 0 0 0