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undergraduate thesis
Upravljanje prodajnim osobljem na primjeru tvrtke Adriatic.hr
Split: University of Split, Faculty of economics Split, 2017. urn:nbn:hr:124:179562
Selak, Sandra
University of Split
Faculty of economics Split

Institutional repository: REFST

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Selak, S. (2017). Upravljanje prodajnim osobljem na primjeru tvrtke Adriatic.hr (Undergraduate thesis). Split: University of Split, Faculty of economics Split. Retrieved from https://urn.nsk.hr/urn:nbn:hr:124:179562

Selak, Sandra. "Upravljanje prodajnim osobljem na primjeru tvrtke Adriatic.hr." Undergraduate thesis, University of Split, Faculty of economics Split, 2017. https://urn.nsk.hr/urn:nbn:hr:124:179562

Selak, Sandra. "Upravljanje prodajnim osobljem na primjeru tvrtke Adriatic.hr." Undergraduate thesis, University of Split, Faculty of economics Split, 2017. https://urn.nsk.hr/urn:nbn:hr:124:179562

Selak, S. (2017). 'Upravljanje prodajnim osobljem na primjeru tvrtke Adriatic.hr', Undergraduate thesis, University of Split, Faculty of economics Split, accessed 21 December 2024, https://urn.nsk.hr/urn:nbn:hr:124:179562

Selak S. Upravljanje prodajnim osobljem na primjeru tvrtke Adriatic.hr [Undergraduate thesis]. Split: University of Split, Faculty of economics Split; 2017 [cited 2024 December 21] Available at: https://urn.nsk.hr/urn:nbn:hr:124:179562

S. Selak, "Upravljanje prodajnim osobljem na primjeru tvrtke Adriatic.hr", Undergraduate thesis, University of Split, Faculty of economics Split, Split, 2017. Available at: https://urn.nsk.hr/urn:nbn:hr:124:179562

Metadata
TitleUpravljanje prodajnim osobljem na primjeru tvrtke Adriatic.hr
AuthorSandra Selak
MentorIvana Kursan Milaković (mentor)
GranterUniversity of Split
Faculty of economics Split
Split
Defense date and country2017-09, Croatia
Scientific / art field,
discipline and subdiscipline		SOCIAL SCIENCES
Economics
Marketing
Abstract
Problem istraživanja ovog rada temelji se na analiziranju upravljanja prodajnim osobljem na primjeru tvrtke Adriatic.hr. Upravljanje prodajnim osobljem je kompleksan proces koji se sastoji od faza koje se nižu i međusobno ovise jedna o drugoj. U teorijskom dijelu rada su se razradile faze procesa upravljanja prodajnim osobljem, dok se u empirijskom dijelu ispitalo na koji način se te faze primjenjuju u praksi odnosno na primjeru prodajnog osoblja tvrtke Adriatic.hr. Sukladno ciljevima rada utvrdile su se uloga i značaj osobne prodaje, analizirala se uspješnost upravljanja prodajnim osobljem, te su na temelju provedene analize dani prijedlozi za praksu. Na osnovi provedenog intervjua može se zaključiti da tvrtka Adriatic.hr svoj razvoj i uspješnost duguje upravo razvijenom prodajnom osoblju, odnosno usmjeravanju na zapošljavanje kvalitetnog osoblja. Kod takvog pristupa javlja se problem jer postupak pribavljanja i selekcije prodajnih predstavnika stvara visoke troškove i zahtijeva puno vremena. S druge strane, zapošljavanje kompetentnog kandidata umanjuje troškove njegove obuke i mogućnost za loše obavljeni posao. Rezultati istraživanja također pokazuju na koji način Adriatic.hr brine o prodajnom osoblju, njihovom zadovoljstvu radom, motivaciji i nagrađivanju. Usmjereni su na zadovoljstvo radnika te prihvaćaju njihove želje i potrebe. Na kraju rada daju se zaključna razmatranja.
Abstract (english)
Research problem is based on the analysis of the sales force management on the example of Adratic.hr company. Sales force management is a complex process consisting of several mutually dependent stages. Theoretical part of this study deals with the stages of the sales force management process, while the empirical part examines the application of sales force management phases on the practical example of Adriatic.hr company. In accordance with the goals of the work, the role and significance of personal sales were determined; the successfulness of the sales force management was analysed, followed by the relevant implications and suggestions. Based on the conducted interview, it can be concluded that Adriatic.hr owes its development and success to highly skilled sales staff, that is, employment of the quality force. However, there is a problem with such approach because the process of obtaining and selecting sales representatives results in high costs and is time consuming. On the other hand, recruiting competent candidates reduces the costs of their training and the possibility of a poor performance. The research results also show how Adriatic.hr takes care of sales force, manages their satisfaction with work, motivation and reward. They are focused on the satisfaction of the workers and consider their wishes and needs. At the end of the paper the conclusions are presented.
Keywords
Keywords (english)
Languagecroatian
URN:NBNurn:nbn:hr:124:179562
Study programmeTitle: Small Enterprise Management
Study programme type: professional
Study level: undergraduate
Academic / professional title: stručni/a prvostupnik/prvostupnica (baccalaureus/baccalaurea) ekonomije (stručni/a prvostupnik/prvostupnica (baccalaureus/baccalaurea) ekonomije)
Type of resourceText
File originBorn digital
Access conditionsOpen access
Terms of useLicence In copyright icon
Created on2017-10-26 08:33:34