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professional thesis
Specifičnosti prodaje i pregovaranja u segmentu paketne dostave na hrvatskom poslovnom tržištu
Zagreb: University of Zagreb, Faculty of Economics and Business, 2016. urn:nbn:hr:148:437036
Vejin, Ivan
University of Zagreb
Faculty of Economics and Business

Institutional repository: REPEFZG

Cite this document

Vejin, I. (2016). Specifičnosti prodaje i pregovaranja u segmentu paketne dostave na hrvatskom poslovnom tržištu (Professional thesis). Zagreb: University of Zagreb, Faculty of Economics and Business. Retrieved from https://urn.nsk.hr/urn:nbn:hr:148:437036

Vejin, Ivan. "Specifičnosti prodaje i pregovaranja u segmentu paketne dostave na hrvatskom poslovnom tržištu." Professional thesis, University of Zagreb, Faculty of Economics and Business, 2016. https://urn.nsk.hr/urn:nbn:hr:148:437036

Vejin, Ivan. "Specifičnosti prodaje i pregovaranja u segmentu paketne dostave na hrvatskom poslovnom tržištu." Professional thesis, University of Zagreb, Faculty of Economics and Business, 2016. https://urn.nsk.hr/urn:nbn:hr:148:437036

Vejin, I. (2016). 'Specifičnosti prodaje i pregovaranja u segmentu paketne dostave na hrvatskom poslovnom tržištu', Professional thesis, University of Zagreb, Faculty of Economics and Business, accessed 24 November 2024, https://urn.nsk.hr/urn:nbn:hr:148:437036

Vejin I. Specifičnosti prodaje i pregovaranja u segmentu paketne dostave na hrvatskom poslovnom tržištu [Professional thesis]. Zagreb: University of Zagreb, Faculty of Economics and Business; 2016 [cited 2024 November 24] Available at: https://urn.nsk.hr/urn:nbn:hr:148:437036

I. Vejin, "Specifičnosti prodaje i pregovaranja u segmentu paketne dostave na hrvatskom poslovnom tržištu", Professional thesis, University of Zagreb, Faculty of Economics and Business, Zagreb, 2016. Available at: https://urn.nsk.hr/urn:nbn:hr:148:437036

Metadata
TitleSpecifičnosti prodaje i pregovaranja u segmentu paketne dostave na hrvatskom poslovnom tržištu
AuthorIvan Vejin
MentorMarija Tomašević Lišanin (mentor)
Committee memberMarija Tomašević Lišanin (predsjednik povjerenstva)
Committee memberMirko Palić (član povjerenstva)
Committee memberDubravka Sinčić Ćorić (član povjerenstva)
GranterUniversity of Zagreb
Faculty of Economics and Business
Zagreb
Defense date and country2016, Croatia
Scientific / art field,
discipline and subdiscipline		SOCIAL SCIENCES
Economics
Marketing
Abstract
Poslovno pregovaranje vrlo je važna vještina u funkciji prodaje, te je treba percipirati kao glavnu okosnicu kupoprodajnih aktivnosti. Opća tržišna situacija u sektoru kurirskih usluga u Hrvatskoj vrlo je dinamična, stoga i pregovarački izazovna. Stoga, prodavači moraju biti obučeni za poslovno pregovaranje i poznavati sve faze prodajnog i pregovaračkog procesa. Analiza slučajeva pregovaranja u prodaji usluga dostave paketa poslovnim klijentima, kao i empirijsko istraživanje zadovoljstva korisnika usluga paketne dostave provedeni su na primjeru prodajnog i pregovaračkog procesa nuđenja i ugovaranja dostavnih usluga TISAK paketa.
Abstract (english)
In contemporary, customer oriented business systems, negotiating process elevates to strategic importance and becomes one of the major sources of competitive advantage. This paper tries to answer the question of importance of effective business negotiating from the aspect of successful parcel delivery services selling to business users. The paper examines characteristics of parcel delivery industry on Croatian market, defines the term and attributes of negotiating and selling process, and analyses business cases of negotiating in selling parcel delivery services to business clients. The paper also reports the results from the customer satisfaction surveys that evaluate quality and other aspects of service and service provider, and selling and negotiating processes.
Keywords
Keywords (english)
Languagecroatian
URN:NBNurn:nbn:hr:148:437036
Study programmeTitle: Trade Management
Study programme type: university
Study level: postgraduate specialist
Academic / professional title: sveučilišni/a specijalist/specijalistica menadžmenta trgovine (sveučilišni/a specijalist/specijalistica menadžmenta trgovine)
Type of resourceText
File originBorn digital
Access conditionsAccess restricted to students and staff of home institution
Terms of useLicence In copyright icon
Created on2016-11-15 09:29:59