Prvi vtis in uspešna prodaja: kult ali realnost?

Toman, Anže

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Title:	Prvi vtis in uspešna prodaja: kult ali realnost?
Authors:	ID Toman, Anže (Author) ID Ivanuša, Teodora (Mentor) More about this mentor...
Files:	VS_Toman_Anze_2020.pdf (636,10 KB) MD5: 9723163202A583E3C7C0E6B0317961F0 PID: 20.500.12556/dkum/6811c520-3a8c-4a9a-b88e-07b08c0e613d
Language:	Slovenian
Work type:	Bachelor thesis/paper
Typology:	2.11 - Undergraduate Thesis
Organization:	FOV - Faculty of Organizational Sciences in Kranj
Abstract:	Na trg vsakodnevno prihajajo številni novi izdelki in storitve, ki jih podjetja prek različnih prodajnih kanalov poskušajo prodajati kupcem. Eden izmed teh kanalov je neposredno trženje, natančneje trženje od vrat do vrat, kjer terenski prodajalci omenjene izdelke ali storitve predstavljajo in prodajajo na domovih ljudi. Terenskih prodajalcev je iz dneva v dan več, njihova fluktuacija v podjetjih pa je zaradi takšnih ali drugačnih razlogov zelo visoka. Teoretični del diplomskega dela je namenjen povezovanju prvega vtisa z elementi uspešne prodaje od vrat do vrat. Prvi vtis je pomemben tako v prodaji kot tudi v vsakdanjem svetu, ustvarimo pa ga v nekaj sekundah, in sicer na podlagi zunanje podobe, načina nastopanja in verbalne komunikacije sogovorca. Prodajalec se mora pri svojem delu prilagajati tudi na stranke, ki smo jih razdelili po temperamentu in zaznavnih tipih osebnosti. Predstavljeni sta verbalna in neverbalna komunikacija ter opisan primeren zunanji videz prodajalca. Glavni cilj diplomskega dela je dokazati pomembnost prvega vtisa in predlagati možne izboljšave, ki jih prodajalci lahko uporabijo pri svojem delu. Raziskava je bila izvedena s pomočjo anketnega vprašalnika, v katerem so anketiranci odgovarjali na vprašanja o pomembnosti prvega vtisa in pomembnosti posamezne lastnosti prodajalca pri njegovem ustvarjanju. V raziskavi je bilo dokazano, da je prvi vtis pomembna odskočna deska za uspešen prodajni proces, hkrati pa je podanih nekaj možnih rešitev in izboljšav, ki jih prodajalci lahko izkoristijo za povečanje uspešnosti prodaje.
Keywords:	prodajalec, prvi vtis, komuniciranje, kupec
Place of publishing:	Maribor
Year of publishing:	2020
PID:	20.500.12556/DKUM-77589
COBISS.SI-ID:	36098307
NUK URN:	URN:SI:UM:DK:57UUHMQT
Publication date in DKUM:	06.11.2020
Views:	937
Downloads:	125
Metadata:
Categories:	FOV
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Licences

License:	CC BY-NC-ND 4.0, Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 International

Link:	http://creativecommons.org/licenses/by-nc-nd/4.0/
Description:	The most restrictive Creative Commons license. This only allows people to download and share the work for no commercial gain and for no other purposes.
Licensing start date:	04.09.2020

Secondary language

Language:	English
Title:	First impression and successful d2d: cult or reality
Abstract:	Many new products and services are released to the market daily, which then companies try to sell to customers through various sales channels. One of these channels is direct marketing, more specifically door-to-door marketing, where field salesperson present and sell these products or services in people's homes. The number of field sellers is increasing every day but their turnover in companies is very high for one reason or another. The theoretical part is dedicated to connecting the first impression with the elements of successful door-to-door sales. The first impression is important both in sales and in the everyday world; we create it in a few seconds, based on the appearance, the way of performing, and the verbal communication of the interlocutor. The salesperson must also adapt to the customers, who we divided according to temperament and perceptible personality types. We presented verbal and nonverbal communication and described the appropriate appearance of the salesperson. The main goal of the diploma thesis is to prove the importance of the first impression and to suggest possible improvements that salespeople can use in their work. The research was carried out with the help of a questionnaire, where respondents were asked about the importance of first impression and the importance of individual characteristics of the salesperson in its creation. In the research, we proved that the first impression is an important springboard for a successful sales process and at the same time, we provided some possible solutions and improvements that field salesperson can use to increase sales performance.
Keywords:	salesperson, first impression, communication, buyer

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