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master's thesis
Izvori informacija u pregovaračkom procesu
Slavonski Brod: University of Slavonski Brod, 2022. urn:nbn:hr:262:734260
Kljajić, Maja
University of Slavonski Brod
Department of Social Sciences and Humanities

Institutional repository: repository.unisb.hr

Cite this document

Kljajić, M. (2022). Izvori informacija u pregovaračkom procesu (Master's thesis). Slavonski Brod: University of Slavonski Brod. Retrieved from https://urn.nsk.hr/urn:nbn:hr:262:734260

Kljajić, Maja. "Izvori informacija u pregovaračkom procesu." Master's thesis, University of Slavonski Brod, 2022. https://urn.nsk.hr/urn:nbn:hr:262:734260

Kljajić, Maja. "Izvori informacija u pregovaračkom procesu." Master's thesis, University of Slavonski Brod, 2022. https://urn.nsk.hr/urn:nbn:hr:262:734260

Kljajić, M. (2022). 'Izvori informacija u pregovaračkom procesu', Master's thesis, University of Slavonski Brod, accessed 20 June 2024, https://urn.nsk.hr/urn:nbn:hr:262:734260

Kljajić M. Izvori informacija u pregovaračkom procesu [Master's thesis]. Slavonski Brod: University of Slavonski Brod; 2022 [cited 2024 June 20] Available at: https://urn.nsk.hr/urn:nbn:hr:262:734260

M. Kljajić, "Izvori informacija u pregovaračkom procesu", Master's thesis, University of Slavonski Brod, Slavonski Brod, 2022. Available at: https://urn.nsk.hr/urn:nbn:hr:262:734260

Metadata
TitleIzvori informacija u pregovaračkom procesu
Title (english)Sources of information in the negotiation process
AuthorMaja Kljajić
MentorVišnja Bartolović (mentor)
Committee memberVišnja Bartolović (predsjednik povjerenstva)
Committee memberMilan Stanić (član povjerenstva)
Committee memberMarina Stanić Šulentić (član povjerenstva)
GranterUniversity of Slavonski Brod
(Department of Social Sciences and Humanities)
Slavonski Brod
Defense date and country2022-07-01, Croatia
Scientific / art field,
discipline and subdiscipline		SOCIAL SCIENCES
Economics
Abstract
Izvori informacija u poslovanju predstavljaju vrijednost za organizaciju. Kako bi organizacija rasla i razvijala se potrebno je pronalaziti nove kupce, te sustavno planirati način traženja novih kupaca i zadržavanje postojećih. Ključna osoba u pristupu kupcu je prodavač koji treba imati što je moguće više informacija o kupcu, te osobine koje će mu pomoći u pronalaženju novih kupaca. Prodavači moraju imati izražene pregovaračke vještine jer sam taj proces pregovaranja daje vrijednost u odnosima. Teoretski dio ovog rada pokazuje što sve ima utjecaj na planiranje odnosa s kupcima i na koji način se mogu pronaći izvori informacije u procesu planiranja novih kupaca, što su potvrdili i rezultati provedenog istraživanja.
Abstract (english)
Sources of information in business represent value to the organization. In order for the organization to grow and develop, it is necessary to find new customers, and systematically plan the way to find new customers and keep existing ones. The key person in approaching the customer is the salesperson who should have as much information about the customer as possible, and traits that will help him find new customers. Salespeople need to have strong negotiation skills because this negotiation process itself gives value in relationships. The theoretical part of this paper shows what has an impact on customer relationship planning and how to find sources of information in the process of planning new customers, which was confirmed by the results of the research.
Keywords
Keywords (english)
Languagecroatian
URN:NBNurn:nbn:hr:262:734260
Study programmeTitle: Professional graduate study program in Management
Study programme type: professional
Study level: specialist graduate
Academic / professional title: stručni/a specijalist/ specijalistica ekonomije (stručni/a specijalist/ specijalistica ekonomije)
Type of resourceText
File originBorn digital
Access conditionsAccess restricted to students and staff of home institution
Terms of useLicence In copyright icon
Created on2022-07-12 06:52:26