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Title:Uvedba svetovalne prodaje programa iCenter v izbranem podjetju : Diplomsko delo
Authors:Živec, Tjaša (Author)
Faganel, Armand (Mentor) More about this mentor... New window
Files:.pdf Tjasa_Zivec.pdf (1,02 MB)
 
Language:Slovenian
Work type:Undergraduate thesis (m5)
Tipology:2.11 - Undergraduate Thesis
Organization:PTF - Faculty of Engineering and Management
Abstract:Svetovalna prodaja se od klasičnega načina najbolj razlikuje po poudarku na dvosmerni komunikaciji, posluhu za kupca in empatiji. Na prodajni oddelek prinese aktivnost, dinamiko ter priložnost za pridobivanje dodatnega znanja in izkušenj. Vsekakor je za današnji čas primernejša od pasivne prodaje, kjer je poudarek na produktu in ima večino besede prodajalec. Podatki so, po zaslugi spleta, dostopni vsakomur. Kupec tako od prodajalca ne pričakuje, da mu bo povedal, zakaj je njihov produkt najboljši, temveč zato, da mu pomaga definirati problem, svetovati in najti pravo rešitev. V diplomskem delu smo se osredotočili na tematiko prodaje med poslovnimi subjekti (t. i. Business to business ali B2B prodaja), svetovalne prodaje in celovitih upravljalskih sistemov (t. i. Enterprise resource planning ali ERP) ter preučili različne vsebine iz teh področij. S pomočjo metod analize in kompilacije dostopne literature smo sestavili teoretični del. V tem delu smo pridobljene podatke podali z deskriptivno metodo. Teoretična izhodišča smo nato s pomočjo študije primera prenesli v prakso. Oblikovali smo postopek svetovalne prodaje in ga uvedli v prodajni proces ERP rešitve iCenter. Tako kot vodstvo izbranega podjetja smo tudi sami zaznali potencial v svetovalni prodaji, zato smo v tem delu želeli potrditi prvotno zastavljeno tezo, da je tak način prodaje primeren za podjetje Saop d. o. o. Za ta namen smo pripravili analizo rezultatov pridobljenih med raziskavo ter uporabili metodo nestrukturiranega intervjuja z zaposlenimi, s katero smo preučili njihov odnos do tega načina prodaje. Rezultati obeh so po pričakovanjih pozitivni. Podjetje je s tem načinom pridobilo nove stranke in ugotovili smo, da zaposleni ta način prodaje sprejemajo in so z njim zadovoljni.
Keywords:Svetovalna prodaja, prodaja, telefonska prodaja, business to business, B2B, upravljalski informacijski sistemi, ERP, iCenter
Year of publishing:2018
Source:Nova Gorica
COBISS_ID:5217787 Link is opened in a new window
URN:URN:SI:UNG:REP:5YMMEKUY
Views:2425
Downloads:158
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Secondary language

Language:English
Title:The introduction of consultative selling for the iCenter programme for a selected company
Abstract:The main differences between classic and consultative way of selling are two-way communication, empathy and listening to the customer. Use of consultative selling brings activity, dynamics and an opportunity to acquire knowledge and experience at the sales department. In today's time it is more adequate than the classic way of selling which is focused on talking about the product and it's features. Thanks to the internet, all data became more accesible to everyone, so the modern seller is not expected to discuss only about the product, but mainly to help customers define their problems, advise and help them find the right solution. In this thesis we were focused on so called Business to business or B2B selling, consultative selling and Enterprise resource planning or ERP systems - areas, from which different contents were studied. With help of analysis, descriptive and compilation methods of accessible literature we prepared the theoretical part. By using a case study method in empirical part, we designed a consultative selling process and introduced it in to the selling process of ERP system iCenter. Since we saw the potential in consultative selling (as well as the management did), our goal was to prove that this way of selling is suitable for the company Saop d. o. o. For this purpose we made an analysis of the results obtained by the survey and used a method of a semi-structured interview with the employees, to explore their attitude towards this new way of selling. As expected, the results of these came positive. The company has obtained new clients and we discovered, that the employees have accepted and are satisfied with the new way of selling.
Keywords:Consultative selling, solution selling, telephone sales, sales, business to business, B2B, enterprise resource planning, ERP, iCenter


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