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undergraduate thesis
Tipovi osobnosti u prodaji
Završni rad
2021. urn:nbn:hr:145:448378
Karapetrić, Dora
Josip Juraj Strossmayer University of Osijek
Faculty of Economics and Business in Osijek
Chair of Interdisciplinary Courses

Cite this document

Karapetrić, D. (2021). Tipovi osobnosti u prodaji : Završni rad (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:145:448378

Karapetrić, Dora. "Tipovi osobnosti u prodaji : Završni rad." Undergraduate thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, 2021. https://urn.nsk.hr/urn:nbn:hr:145:448378

Karapetrić, Dora. "Tipovi osobnosti u prodaji : Završni rad." Undergraduate thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, 2021. https://urn.nsk.hr/urn:nbn:hr:145:448378

Karapetrić, D. (2021). 'Tipovi osobnosti u prodaji : Završni rad', Undergraduate thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, accessed 10 November 2024, https://urn.nsk.hr/urn:nbn:hr:145:448378

Karapetrić D. Tipovi osobnosti u prodaji : Završni rad [Undergraduate thesis]. Osijek: Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek; 2021 [cited 2024 November 10] Available at: https://urn.nsk.hr/urn:nbn:hr:145:448378

D. Karapetrić, "Tipovi osobnosti u prodaji : Završni rad", Undergraduate thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, Osijek, 2021. Available at: https://urn.nsk.hr/urn:nbn:hr:145:448378

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Metadata
TitleTipovi osobnosti u prodaji : Završni rad
Title (english)Personality Types in Sales : Final paper
AuthorDora Karapetrić
MentorLjerka Sedlan König (mentor)
GranterJosip Juraj Strossmayer University of Osijek
Faculty of Economics and Business in Osijek
(Chair of Interdisciplinary Courses)
Osijek
Defense date and country2021-09-30, Croatia
Scientific / art field,
discipline and subdiscipline		SOCIAL SCIENCES
Economics
Trade and Tourism
Abstract
Osobnost se definira kao obilježje ponašanja pojedinca koji se svojim karakterom, temperamentom i stilom života razlikuju od drugih pojedinaca. Osnovna podjela osobnosti je na četiri kategorije: crveni, ekstrovertirani tip osobnosti vođen razumom, žuti, ekstrovertirani tip osobnosti vođen emocijama, zeleni, introvertirani tip osobnosti vođen emocijama i plavi, introvertirani tip osobnosti vođen razumom. Na osnovu prethodno navedenih tipova osobnosti iz perspektive prodavača daju se smjernice kako se odnositi prema svakom tipu kupca u određenoj fazi prodaje koji se sastoji od šest koraka: pristup, razgovor, pokazivanje, potvrda, pregovaranje i zaključivanje. U empirijskom dijelu rada prikazana su zapažanja odnosa prodavača sa različitim kupcima. Nakon promatranja procesa prodaje dokazano je kako su različiti tipovi kupaca skloni kupovati prema svome tipu osobnosti te da je prodaja uspješnija ako prodavač uspije na vrijeme prepoznati vrstu kupca te prilagoditi način prodaje. Cilj ovog rada je prikazati kako se poznavanjem različitih tipova osobnosti može ostvariti što uspješniji prodajni proces.
Abstract (english)
Personality is defined as a characteristic of the behavior of an individual who differs from other individuals in his character, temperament and lifestyle. The basic division of personality is into four categories: red, extroverted type driven by reason, yellow, extroverted type driven by emotion, green, introverted type driven by emotion and blue, introverted type driven by reason. Based on the above-mentioned personality types from the seller’s perspective, guidelines are given on how to treat each type of customer at a particular sales stage consisting of six steps: approach, interview, demonstration, validation, negotiation, and closing. The empirical part of the paper presents observations of the interaction between seller and different customers. After observing the sales process, it has been proven that different types of customers tend to buy according to their personality type and that sales are more successful the seller manages to identify the type of customer in time and adjust the sales method if accordingly. The aim of this paper is to show how knowledge of different personality types can achieve the most successful sales process.
Keywords
Keywords (english)
Languagecroatian
URN:NBNurn:nbn:hr:145:448378
Study programmeTitle: professional study commerce
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 on2022-07-06 11:10:24