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undergraduate thesis
Komunikacija u prodaji
2019. urn:nbn:hr:145:459873
Matijević, Antonia
Josip Juraj Strossmayer University of Osijek
Faculty of Economics and Business in Osijek
Chair of Interdisciplinary Courses

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Matijević, A. (2019). Komunikacija u prodaji (Undergraduate thesis). Osijek: Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek. Retrieved from https://urn.nsk.hr/urn:nbn:hr:145:459873

Matijević, Antonia. "Komunikacija u prodaji." Undergraduate thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, 2019. https://urn.nsk.hr/urn:nbn:hr:145:459873

Matijević, Antonia. "Komunikacija u prodaji." Undergraduate thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, 2019. https://urn.nsk.hr/urn:nbn:hr:145:459873

Matijević, A. (2019). 'Komunikacija u prodaji', Undergraduate thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, accessed 22 November 2024, https://urn.nsk.hr/urn:nbn:hr:145:459873

Matijević A. Komunikacija u prodaji [Undergraduate thesis]. Osijek: Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek; 2019 [cited 2024 November 22] Available at: https://urn.nsk.hr/urn:nbn:hr:145:459873

A. Matijević, "Komunikacija u prodaji", Undergraduate thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, Osijek, 2019. Available at: https://urn.nsk.hr/urn:nbn:hr:145:459873

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Metadata
TitleKomunikacija u prodaji
Title (english)Communication in sales
AuthorAntonia Matijević
MentorLjerka Sedlan König (mentor)
Committee memberLjerka Sedlan König (predsjednik povjerenstva)
GranterJosip Juraj Strossmayer University of Osijek
Faculty of Economics and Business in Osijek
(Chair of Interdisciplinary Courses)
Osijek
Defense date and country2019-09-23, Croatia
Scientific / art field,
discipline and subdiscipline		SOCIAL SCIENCES
Economics
Organization and Management
Abstract
U ovom završnom radu prikazuje se tematsko područje komunikacije u prodaji. Svrha rada jest opisat pojmove komunikacije i prodaje te objasniti njihovu povezanost. Cilj rada jest uvidjeti kako se prodavači ponašaju prilikom samog procesa prodaje, koliko primjenjuju prodajne vještine te kako pristupaju kupcima. Kako bi se teorija povezala s praksom provedeno je kvalitativno istraživanje (intervju) s pet prodavača. Na temelju intervjua može se zaključiti kako se prodavači smatraju otvorenim osoba koje su prodajne vještine stjecali edukacijama ili radnim iskustvom. Uočeno je kako je utjecaj neverbalne komunikacije izrazito bitan u prodajnom poslu, pa čak ponekad i presudan. Također, uočeno je kako prodavači u teoriji ne znaju korake prodajnog procesa, ali da ih u praksi primjenjuju. Na temelju proučene literature, zaključuje se kako su prodaja i komunikacija procesi koji se događaju svakodnevno u našim životima i kako jedno bez drugog ne bi mogli funkcionirati
Abstract (english)
This final paper presents the thematic area of communication in sales. The purpose of paper to describe the concepts of communication and sales and explain their connection. The aim of paper is to see how salesperson behave during the sales process, how much they apply sales skills and how they approach customers. Qualitative research (interview) with five salespersons was conducted to connect theory to practice. Based on the interview, it can be concluded that salespeople are considered to be open-minded persons who have acquired sales skills through education or work experience. It has been noted that the impact of nonverbal communication is extremely important in the sales business and even sometimes crucial. Also, it has been observed that salespeople in theory do not know the steps of the sales process, but that they apply them in practice. Based on the literature reviewed, it is concluded that sales and communication are processes that occur daily in our lives and that one without other could not function.
Keywords
Keywords (english)
Languagecroatian
URN:NBNurn:nbn:hr:145:459873
Study programmeTitle: Entrepreneurship
Study programme type: university
Study level: undergraduate
Academic / professional title: sveučilišni/a prvostupnik/prvostupnica (baccalaureus/baccalaurea) ekonomije (sveučilišni/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 on2019-12-13 09:49:20