20.500.12556/DKUM-46638 PROAKTIVNE METODE IN TEHNIKE PRODAJNEGA POGOVORA PRI OSEBNI PRODAJI STORITEV PROACTIVE METODS AND TECHNIQUES OF SALES CONVERSATION IN PERSONAL SALES SERVICE V diplomski nalogi je opisana raziskava proaktivnih prodajnih pogovorov prodajalcev v podjetju Seminar d. o. o. , na osnovi rezultatov ki smo jih pridobili z raziskavo izvedeno med njihovimi kupci. Ugotovili smo močne in šibke točke prodajnih veščin. Pripravili smo predlog v obliki opomnika oziroma liste vodenja prodajnega pogovora, ki je namenjena prodajalcem in vodji trženja. Predlog vsebuje bistvene napotke za izboljšanje prodajnega pogovora od prvega vtisa pa vse do zaključevanja prodaje in slovesa od kupca. Prodajalci bodo opomnik uporabljali v procesu priprave na prodajni pogovor in kot samo-evalvacijo, ki jo naredijo po prodajnem sestanku. Vodja prodaje pa ga bo uporabljal za spremljavo kvalitete prodaje in kot orodje internega izobraževanja v obliki treninga za svoje prodajalce. Vedenje prodajalca smatramo kot dodano vrednost ponudbi, zato je odnos prodajalca do kupca vir konkurenčne prednosti. Pri redni uporabi liste vodenja prodajnega pogovora je tako mogoče prodajalčev odnos spremljati in po potrebi ukrepati. Ta lista je predlog, ki bo pripomogel k povečanju kvalitete in kvantitete prodaje ter pri tem omogočili prodajalcem strokovno in osebno rast pri opravljanju svojega poklica. The thesis is based on the results of the pro-active sales conversations research in the enterprise Seminar d. o. o. which was conducted among their customers. We found strong and weak points of their sales skills. We prepared a proposal in the form of a check list managing the sales conversation, which is intended for sellers and marketing managers. The proposal contains essential tips to improve sales conversation from the first impression all the way to finalizing the sale and farewell to the costumer. Sellers will use it in the process of preparing for a sales conversation and as a self -evaluation after the sales meeting. Head of sales will be using it for monitoring the quality of sales and as a tool for internal training in the form of training for their sellers. Seller’s behavior is an addition to the offer. Seller – buyer relationship is a source of competitive advantage. With regular use of the Check list it is possible to monitor or if necessary modifies seller’s behavior. This list (check – list) is a proposal to help the enterprise increase the quality and quantity of sales, thereby enabling vendors professional and personal growth in the pursuit of their profession. prodaja prodajne tehnike prodajni pogovor sale sales techniques sales conversation true true false Slovenski jezik Angleški jezik Diplomsko delo 2014-10-17 14:59:31 2014-11-19 13:06:40 2022-05-18 03:07:30 2021-05-05 03:40:27 2014 0 Kranj 0 0000-00-00 NiDoloceno NiDoloceno NiDoloceno 0000-00-00 0000-00-00 0000-00-00 7372819 URN:SI:UM:DK:SPSAQI4B UNI_Bozic_Tina_2014.pdf UNI_Bozic_Tina_2014.pdf 1 304838B9CC6FCBF98CFCD31ED6414527 2783ee0237910592966f7161a3989faa522a4a8e15cf03227cb83f99ba8de718 60d13b35-7c0b-11eb-bb7a-00155d0001ca https://dk.um.si/Dokument.php?lang=slv&id=68431 Fakulteta za organizacijske vede 0 0 0