20.500.12556/DKUM-52137 Vpliv zunanjih in notranjih dejavnikov na individualno uspešnost prodajalca - primer družbe Relax Turizem Influence of External and Internal Factors on the Salesperson Individual Performance – a Case of Relax Tourism Company družba relax turizem je ena izmed sedmih hčerinskih družb poslovnega sistema relax. družba je razvila sistem lastnih poslovnih enot, v katerih se odvija prodaja turističnih storitev na mestu nakupa. lastna prodajna mreža obsega 20 mest nakupa s 30 prodajalci. odločitev o razvoju lastne prodajne mreže je temeljila na predpostavki, da sta lahko obseg in kakovost prodaje v lastnih poslovnih enotah večja zaradi bolje usposobljenih prodajalcev. glede na to je bil predmet raziskave uspešnost prodajalcev na mestu nakupa, pri čemer je bila ta opredeljena s kriterijem povprečnega doseganja dnevnega prometa. namen raziskave je bil identificirati odločilne lastnosti uspešnega prodajalca, ki bodo osnova za izdelavo programa usposabljanja za uspešnejšo prodajo na mestu nakupa. izhajajoč iz predpostavke, da na uspešnost prodajalcev vplivajo različni elementi, je bil cilj raziskave ugotoviti stopnjo vplivnosti posameznih elementov oz. njihovih sklopov na uspešnost prodaje. rezultati raziskave, izvedene v vseh poslovalnicah družbe relax turizem, so pokazali močno stopnjo povezanosti uspešnosti prodaje zlasti s tremi elementi: spremljanjem komuniciranja s potencialnimi kupci, verbalnim komuniciranjem prodajalca ob vstopu kupca in spremljanjem doseganja osebnega plana. relax turizem is one of seven subsidiaries of the relax business group. the company developed a system of their own business units where touristic services are sold at the place of purchase. the company’s sales network consists of 20 places of purchase with 30 salespersons. the decision to develop their own sales network was based on the presumption that the number and the quality of sales in their own sales units would be higher due to better qualified sellers. according to that, the research subject was the performance of salespersons at the place of purchase, whereas the performance was defined by the criterion of the average realization of the daily turnover. the purpose of the research was to identify the deciding characteristics of the effective salesperson that will be the basis for developing a training program for promoting more efficient sales at the place of purchase. considering the assumption that salespersons’ performance is influenced by different elements, the goal of the research was to establish the influence level of individual elements or element sets on sales performance. the results of the research that was conducted in all units of the relax turizem company showed a strong level of correlation between sales performance and three elements in particular: monitoring the communication with potential buyers, salesperson’s verbal communication at the time of buyer’s entrance and monitoring of personal plan realization. kupci uspešnost osebni plan prodajalec verbalna komunikacija buyers performance personal plan salesperson verbal communication true true true Moderna organizacija Slovenski jezik Angleški jezik Delo ni kategorizirano 2015-07-10 17:06:18 2015-07-10 17:06:18 2025-10-10 03:19:21 2019-07-11 07:37:15 2012 0 0 str. A 116 - A 123 št. 4 Letn. 45 jul.-avg. 2012 0000-00-00 NiDoloceno NiDoloceno NiDoloceno 0000-00-00 0000-00-00 0000-00-00 338.48 610909 7042067 1318-5454 URN:SI:UM:DK:GYPAT16L http://www.dlib.si/details/URN:NBN:SI:doc-M73VJORS 1 https://dk.um.si/Dokument.php?lang=slv&id=76697 RAZ_Kosec_Karmen_2012.pdf RAZ_Kosec_Karmen_2012.pdf 1 B35D602AF083BC81F9A72559F3DEE21C 504fe988451d8c83d056a78931e939c23bcbcd3c0092bc9460919d82cb7d5522 b9a933ee-a4ff-11f0-9896-00155d000105 https://dk.um.si/Dokument.php?lang=slv&id=199751 Fakulteta za organizacijske vede 0 0 0