20.500.12556/DKUM-82681 Analiza procesa prodaje prodajalca a na b2b trgih Analysis of the sales process of vendor a in b2b markets V diplomski nalogi smo analizirali prodajo podjetja A, ki deluje na Business-to-Business trgu. Najprej smo navedli potrebno literaturo, ki je po našem mnenju potrebna za razumevanje prodaje podjetja A. Navedli smo številne avtorje, ki različno opisujejo določeno tematiko. Te tematike so povezane z delovanjem podjetij na Business to Business trgu, kot so na primer trendi na tem področju, iskanje ter segmentiranje strank, razlike med značilnostmi B2B prodaje ter B2C, organiziranosti prodaje ter vrste prodajalcev in strank. Kot naslednje smo povzeli besede prodajalca iz podjetja A, ki nam je odgovoril na naša vprašanja v zvezi s prodajo v podjetju A. Predvsem smo se navezali na tematike, kakšne strategije prodaje ubira podjetje, kakšne so naloge prodajalcev v podjetju ter kako si podjetje izbira in išče potencialne stranke. Na koncu naloge smo primerjali teorijo s prakso iz podjetja A ter podajali svoje mnenje o tematikah iz delovanja prodaje podjetja A. Povsem na koncu dela smo zapisali naš sklep. In the diploma thesis, we analyzed the sale of a company A, which operates on the Business-to-Business market. First of all, we listed the necessary literature, which in our opinion is necessary for understanding the sale of a company A. We listed many authors who describe a certain topic in different ways. These topics are related to the operation of companies on the Business-to-Business market, such as trends in this field, customer search and segmentation, the differences between the characteristics of B2B sales and B2C, the organization of sales and the types of sellers and types of customers. As follows, we have summarized the words of a salesperson from company A, who answered our questions regarding sale in company A. We mainly focused on the topics of what kind of sales strategy the company chooses, what are the tasks of salespeople in the company, and how the company chooses and searches potential customers. At the end of the assignment, we compared theory with practice from company A and gave our opinion on topics from the sales operations of company A. At the very end of the work, we stated and wrote down our conclusion. prodaja B2B trgi marketing poslovni marketing poslovna prodaja sales B2B markets marketing business marketing business sale true true false R. Gošnjak Slovenski jezik Angleški jezik Diplomsko delo/naloga 2022-08-29 23:11:56 2022-11-30 12:13:54 2022-12-01 03:07:00 0000-00-00 00:00:00 2022 0 [Maribor 0 0000-00-00 NiDoloceno NiDoloceno NiDoloceno 0000-00-00 0000-00-00 0000-00-00 658.8 131683075 UN_Gosnjak_Rok_2022.pdf UN_Gosnjak_Rok_2022.pdf 1 992B9CCC4D49F529C172ADBE0EC2D48D 5122145c209090dd9cafd8dd62f72838da712910ff60311962905c9b132a8aa6 3f8e8b32-3f12-11ed-8c93-00155d000105 https://dk.um.si/Dokument.php?lang=slv&id=163563 Ekonomsko-poslovna fakulteta 0 0 0