20.500.12556/DKUM-88296 Načrtovanje prodaje toplotnih črpalk Samsung podjetja Tratnjek d.o.o. na slovenskem trgu Sales planning of Tratnjek d.o.o. heat pumps Samsung on the Slovenian market V svoji diplomski nalogi sem preučeval načrtovanje prodaje podjetja Tratnjek d.o.o. in sicer na primeru toplotnih črpalk Samsung, ki jih podjetje Tratnjek d.o.o. prodaja. Moje diplomsko delo je sestavljeno iz dveh delov in sicer teoretičnega in empiričnega dela. V teoretičnem delu sem na podlagi različne domače in tuje literature podrobneje predstavil pojme kot so prodaja, management prodaje in načrtovanje prodaje. Osrednji del mojega teoretičnega dela pa je bil opisati celoten proces načrtovanja prodaje in predstaviti posamezne korake procesa načrtovanja prodaje. Na podlagi opisanega v mojem teoretičnem delu lahko ugotovimo, da je dandanes podjetju brez pravega načrtovanja izredno težko poslovati. V načrtovanje podjetja sili predvsem velika konkurenca na trgu in čedalje bolj informirani odjemalci, ki imajo čedalje večje zahteve pri izbiri izdelkov za nakup. V empiričnem delu sem predstavil družinsko podjetje Tratnjek d.o.o. in njihovo zgodovino. Predstavil sem kako podjetje načrtuje prodajo toplotnih črpalk Samsung in na ta način prikazal kako poteka načrtovanje prodaje v praksi, pri tem pa mi je za lažje razumevanje bila v oporo tudi literatura, ki sem jo uporabljal v teoretičnem delu. Ugotovil sem, da je na slovenskem trgu čedalje več ponudnikov toplotnih črpalk, vendar tudi povpraševanje po njih iz leta v leto narašča, saj imajo širok nabor prednosti v primerjavi z drugimi načini ogrevanja. Podjetje Tratnjek d.o.o. konkurira na trgu predvsem z visoko kakovostjo toplotnih črpalk Samsung, omogoča pa tudi hitro dostavo in namestitev izdelka. Na koncu diplomskega dela sem primerjal ugotovitve o načrtovanju prodaje iz teorije in prakse ter ugotovil, da določene razlike sicer obstajajo, vendar so bili vsi koraki procesa načrtovanja prodaje iz teorije zajeti tudi pri načrtovanju prodaje v podjetju Tratnjek d.o.o. Podjetju sem predlagal tudi možne izboljšave, ki bi jih v prihodnosti pri načrtovanju prodaje lahko uporabili. In my thesis I studied the sales planning of the company Tratnjek d.o.o. using the example of Samsung heat pumps sold by Tratnjek d.o.o. My thesis consists of two parts, a theoretical part and an empirical part. In the theoretical part, based on various domestic and foreign literature, I have presented in more detail concepts such as sales, sales management and sales planning. The main focus of my theoretical part was to describe the whole sales planning process and to present the individual steps of the sales planning process. Based on what I have described in my theoretical work, it can be concluded that it is extremely difficult for a company to do business nowadays without proper planning. In particular, the company's planning is forced by the high competition on the market and the increasingly informed customers who have more and more demands when choosing products to buy. In the empirical part I presented the family company Tratnjek d.o.o. and their history. I presented how the company plans the sales of Samsung heat pumps and in this way I showed how the sales planning is done in practice, and the literature I used in the theoretical part was also used to help me understand. I found that there are more and more heat pump suppliers on the Slovenian market, but also that the demand for heat pumps is growing year by year, as they have a wide range of advantages compared to other heating methods. Tratnjek d.o.o. competes on the market primarily through the high quality of Samsung heat pumps, but also through the fast delivery and installation of the product. At the end of the thesis, I compared the findings on sales planning from theory and practice and found that although there are some differences, all the steps of the sales planning process from theory have been covered in the sales planning of Tratnjek d.o.o. I also suggested possible improvements for the company that could be applied in future sales planning. prodaja management prodaje načrtovanje prodaje Tratnjek d.o.o. toplotne črpalke Samsung sales sales management sales planning Tratnjek d.o.o. Samsung heat pumps true true false N. Barbarič Slovenski jezik Angleški jezik Diplomsko delo/naloga 2024-04-13 10:58:19 2024-06-13 14:30:11 2024-06-14 03:25:09 0000-00-00 00:00:00 2024 0 Maribor 0 0000-00-00 NiDoloceno NiDoloceno NiDoloceno 0000-00-00 0000-00-00 0000-00-00 658.8:005.51 198815235 UN_Barbaric_Niko_2024.pdf UN_Barbaric_Niko_2024.pdf 1 D24912CCA18DD31EE4E2A3AE079AD50A 319f2ec2b311813fb690c97b99e2b52268b24ddd16b4a2d480714af1d8352bee c7192eeb-190e-11ef-af6e-00155d000105 https://dk.um.si/Dokument.php?lang=slv&id=179683 Ekonomsko-poslovna fakulteta 0 0 0