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undergraduate thesis
OSOBNA PRODAJA - STVARANJE ODNOSA S KUPCIMA
2021. urn:nbn:hr:150:822567
Mutter, Dinko
University of Applied Sciences "Lavoslav Ružička" in Vukovar
Business Department

Cite this document

Mutter, D. (2021). OSOBNA PRODAJA - STVARANJE ODNOSA S KUPCIMA (Undergraduate thesis). Vukovar: University of Applied Sciences "Lavoslav Ružička" in Vukovar. Retrieved from https://urn.nsk.hr/urn:nbn:hr:150:822567

Mutter, Dinko. "OSOBNA PRODAJA - STVARANJE ODNOSA S KUPCIMA." Undergraduate thesis, University of Applied Sciences "Lavoslav Ružička" in Vukovar, 2021. https://urn.nsk.hr/urn:nbn:hr:150:822567

Mutter, Dinko. "OSOBNA PRODAJA - STVARANJE ODNOSA S KUPCIMA." Undergraduate thesis, University of Applied Sciences "Lavoslav Ružička" in Vukovar, 2021. https://urn.nsk.hr/urn:nbn:hr:150:822567

Mutter, D. (2021). 'OSOBNA PRODAJA - STVARANJE ODNOSA S KUPCIMA', Undergraduate thesis, University of Applied Sciences "Lavoslav Ružička" in Vukovar, accessed 16 April 2024, https://urn.nsk.hr/urn:nbn:hr:150:822567

Mutter D. OSOBNA PRODAJA - STVARANJE ODNOSA S KUPCIMA [Undergraduate thesis]. Vukovar: University of Applied Sciences "Lavoslav Ružička" in Vukovar; 2021 [cited 2024 April 16] Available at: https://urn.nsk.hr/urn:nbn:hr:150:822567

D. Mutter, "OSOBNA PRODAJA - STVARANJE ODNOSA S KUPCIMA", Undergraduate thesis, University of Applied Sciences "Lavoslav Ružička" in Vukovar, Vukovar, 2021. Available at: https://urn.nsk.hr/urn:nbn:hr:150:822567

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Metadata
TitleOSOBNA PRODAJA - STVARANJE ODNOSA S KUPCIMA
Title (english)PERSONAL SALES - CREATING CUSTOMER RELATIONSHIPS
AuthorDinko Mutter
MentorSandra Mrvica Mađarac (mentor)
Committee memberMirjana Nedović (predsjednik povjerenstva)
Committee memberSandra Mrvica Mađarac (član povjerenstva)
Committee memberSanja Gongeta (član povjerenstva)
GranterUniversity of Applied Sciences "Lavoslav Ružička" in Vukovar
(Business Department)
Vukovar
Defense date and country2021-03-29, Croatia
Scientific / art field,
discipline and subdiscipline		SOCIAL SCIENCES
Economics
Abstract
Pojam osobne prodaje prezentira neposrednu komunikaciju sa potencijalnim kupcem, odnosno proces razvijanja odnosa između kupca i prodavača, pružanje podataka, otkrivanje potreba i na kraju usklađivanje proizvoda prema istim potrebama. Razvijajući kvalitetan odnos partnera, kupca i prodavača, zajedno sa otkrivanjem potreba potrošača, stvara se određena vrijednost. Vrijednost se pridodaje osobnoj prodaji te se dolazi do termina prodaje s dodanom vrijednošću. Termin se može definirati kao niz poboljšanja tijekom prodajnog procesa, a navedeni procesi produbljuju kupčevo iskustvo. Osobna prodaja proizlazi iz tri osnovne pretpostavke, a to su: vrednovanje osobne prodaje, usvajanje marketinških shvaćanja, te preuzimanje uloge rješitelja problema. Razne taktike i strategije su ključ uspješnosti poslovanja osobne prodaje kao i navedene pretpostavke. Razvoj dobre strateške prodaje, odnosno dobro strateško planiranje je cilj svake osobne prodaje proizlazeći od toga da je stanje na tržištu svakim danom sve složenije.
Abstract (english)
The concept of personal selling refers to direct communication with a prospective customer, that is, the process of developing a relationship between the customer and the salesperson, providing data, discovering needs, and finally matching the product to those needs. By developing a quality relationship between partners, the customer and the salesperson, along with discovering consumer needs, a certain value is created. This value is added to personal selling, creating the concept of value-added personal selling. It can be defined as a series of improvements during the sales process that deepens the customer experience. Personal selling is based on three underlying assumptions: valuing personal selling, adopting marketing knowledge, and assuming the role of the problem solver. In addition to those assumptions, various tactics and strategies are critical to the success of personal selling. The goal of every personal selling is developing good strategic sales, that is, good strategic planning, with the market situation becoming more complex every day.
Keywords
Keywords (english)
Languagecroatian
URN:NBNurn:nbn:hr:150:822567
Study programmeTitle: Trade
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 conditionsAccess restricted to students and staff of home institution
Terms of useLicence In copyright icon
Created on2021-04-02 07:47:17