20.500.12556/DKUM-44586 ANALIZA PROCESA PRODAJE V SKUPINI ŽITO ANALYSIS OF THE SALES PROCESS IN GROUP ŽITO Delo diplomskega seminarja, analiza procesa prodaje v Skupini Žito sestavljata dva dela: Teoretični vidiki prodaje, katerega sem razdelil v tri poglavja in aplikativni vidiki prodaje razdeljen v dve poglavji. S pomočjo strokovne literature, sem v prvem poglavju teoretičnega dela predstavil mesto in vlogo prodaje v marketingu. Opredelil sem pojme in predstavil naloge in odnos med marketingom in prodajo. Na koncu poglavja spoznamo osnove marketinškega spleta in njihovo uporabo v organizaciji. V poglavju določanje tržnih segmentov in ciljnih trgov opredelim tipe in segmentacijo trga, izbiro oziroma določitev ciljnega trga ter strateško pozicioniranje. V Zadnjem poglavju teoretičnega dela, predstavim načrtovanje in proces načrtovanja prodaje. Spoznamo tudi prodajni ciklus, ki ga je možno uporabljati v prodajnem procesu. Praktičen del diplomskega seminarja sem razdelil na dve poglavji. V prvem poglavju spoznamo informacijsko osnovo prodajnega procesa v Skupini Žito, katero zajema kratko predstavitev podjetja, prav tako spoznamo kako podjetje vzpostavlja stike s potrošniki ter se seznanimo s ciljnimi trgi in odjemalci organizacije. V drugem poglavju predstavim prikaz prodajnega procesa v Skupini Žito. Je ključni del diplomskega seminarja v katerem sem predstavil načrtovanje in realizacijo prodaje izdelkov v podjetju. V zadnjem delu analiziram prodajni proces v Žito d.d. Predstavim proces prodaje dnevno svežih izdelkov in proces prodaje izdelkov iz zalog. Opisal sem tudi faze prodajnega procesa v maloprodajnih enotah. V sami analizi procesa prodaje v Skupini Žito sem ugotovil določene težave. Te težave so povezane s sprejemanjem naročil natančneje z sprejemom/oddaje naročila kupcev za linijsko proizvodnjo dnevno svežega kruha, ki negativno vplivajo na prodajne rezultate podjetja. Da bi se težavam lahko izognili sem podal tri predloge s katerim bi lahko izboljšali delovni proces. The work of thesis, analysis of the sales process in group Žito, consists of two parts: theoretical aspects of the sale, which I have divided into three sections and applied aspects of sales divided into two sections. In the first chapter of the theoretical part the place and the role of selling in marketing is presented. I defined the concepts and tasks in the relationship between marketing and sales. At the end of the chapter the basics of the marketing, seals and their use in the organization is preseted. In chapter determining market segments and target markets, I define the types and market segmentation, selection and determination of the target market and strategic positioning. In the last chapter of the theoretical part, I present the planning and sales planning process. The sales cycle, which can be used in the sales process in also descrtibed . The practical part of the thesis is devided into two sections. The first section realizes the informational basis of the sales process in group Žito, which includes company presentation and the company estabilishes contacts with consumers and acquaintinend with target markets and costumers of the organization. In the second chapter I present sales process in group Žito. This is a key part of the thesis in which the planning and realization of product sales in the company is presented. Analyze of the sales process in Žito d.d. is part od second section. I introduce the selling process of daily fresh products and salling process of products from stock. I also described the phases of the sales process in retail units. In the analysis of the sales process in group Žito I found few problems. Problems are related with excepting orders, specifically with the excepting orders from customer and giving it forward on for the production line of daily fresh bread, which has a negative impact on the sales results of the company. To avoid problem I gave three suggestions which could improve the work process. prodaja prodajni proces načrtovanje prodaje proces načrtovanja prodaje sale sale process sale planning process of sale planning true true false Slovenski jezik Angleški jezik Diplomsko delo 2014-06-08 15:53:11 2026-08-11 09:18:47 2026-08-12 03:16:04 2021-05-01 03:16:32 2014 0 Maribor 0 0000-00-00 NiDoloceno NiDoloceno NiDoloceno 0000-00-00 0000-00-00 0000-00-00 11752732 URN:SI:UM:DK:EWWE3BZM VS_Kampus_Martin_2014.pdf VS_Kampus_Martin_2014.pdf 1 63DB66169599C6FE9A18B84FAEC61704 6d401bc2ede203831547c95642c14fcf2f80a7c6561294068360b32002216d00 e3ee24ba-7c0a-11eb-bb7a-00155d0001ca https://dk.um.si/Dokument.php?lang=slv&id=64074 Ekonomsko-poslovna fakulteta 0 0 0