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undergraduate thesis
PRAVILA USPJEŠNOG NEVERBALNOG KOMUNICIRANJA U PRODAJI
Završni rad
2023. urn:nbn:hr:145:442797
Marić, Igor
Josip Juraj Strossmayer University of Osijek
Faculty of Economics and Business in Osijek
Chair of Interdisciplinary Courses

Cite this document

Marić, I. (2023). PRAVILA USPJEŠNOG NEVERBALNOG KOMUNICIRANJA 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:145:442797

Marić, Igor. "PRAVILA USPJEŠNOG NEVERBALNOG KOMUNICIRANJA U PRODAJI : Završni rad." Undergraduate thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, 2023. https://urn.nsk.hr/urn:nbn:hr:145:442797

Marić, Igor. "PRAVILA USPJEŠNOG NEVERBALNOG KOMUNICIRANJA U PRODAJI : Završni rad." Undergraduate thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, 2023. https://urn.nsk.hr/urn:nbn:hr:145:442797

Marić, I. (2023). 'PRAVILA USPJEŠNOG NEVERBALNOG KOMUNICIRANJA U PRODAJI : Završni rad', Undergraduate thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, accessed 24 December 2024, https://urn.nsk.hr/urn:nbn:hr:145:442797

Marić I. PRAVILA USPJEŠNOG NEVERBALNOG KOMUNICIRANJA U PRODAJI : Završni rad [Undergraduate thesis]. Osijek: Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek; 2023 [cited 2024 December 24] Available at: https://urn.nsk.hr/urn:nbn:hr:145:442797

I. Marić, "PRAVILA USPJEŠNOG NEVERBALNOG KOMUNICIRANJA U PRODAJI : Završni rad", Undergraduate thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, Osijek, 2023. Available at: https://urn.nsk.hr/urn:nbn:hr:145:442797

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Metadata
TitlePRAVILA USPJEŠNOG NEVERBALNOG KOMUNICIRANJA U PRODAJI : Završni rad
Title (english)RULES OF SUCCESSFUL NONVERBAL COMMUNICATION IN SALES : Final paper
AuthorIgor Marić
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 country2023-09-20, Croatia
Scientific / art field,
discipline and subdiscipline		SOCIAL SCIENCES
Economics
Organization and Management
Abstract
Neverbalna komunikacija se često zanemaruje u usporedbi s verbalnom komunikacijom ne znajući da upravo neverbalni znakovi igraju ključnu ulogu u razumijevanju poruka koje šaljemo i primamo. Neverbalna komunikacija obuhvaća ekspresije lica, gestikulacije, položaj tijela i držanje, kontakt očima, parajezik, razumijevanje osobnog prostora te način odijevanja i korištenje modnih detalja. Neverbalna komunikacija je od izuzetne važnosti u prodaji zbog toga jer doprinosi stvaranju povjerenja između kupca i prodavača. Također, poznavanje neverbalne komunikacije prodavaču omogućuje kvalitetnije prilagođavanje kupcu i bolje razumijevanje kupčevih stavova, osjećaja, misli, želja i potreba. Osim toga, poznavajući neverbalnu komunikaciju, prodavač može svjesno koristiti određene neverbalne znakove sa svrhom slanja različitih pozitivnih signala kupcu kao što su otvorenost, ljubaznost i samopouzdanje u vlastiti proizvod. Stoga, zaključujemo da će prodavači koji ovladaju znanjem o neverbalnoj komunikaciji u velikoj mjeri povećati vjerojatnost uspješne prodaje i ostvariti snažne dugoročne veze s kupcima. Cilj ovoga rada je pružiti dublji uvid u neverbalnu komunikaciju te objasniti kako pravilno koristiti neverbalne signale sa svrhom poboljšanja prodajnih rezultata i zadovoljstva kupaca.
Abstract (english)
Non-verbal communication is often neglected in comparison to verbal communication, not knowing that non-verbal signs play a key role in understanding the messages we send and receive. Non-verbal communication includes facial expressions, gestures, body position and posture, eye contact, tone of voice, understanding of personal space and the way of dressing and the use of fashion details. Non-verbal communication is extremely important in sales because it contributes to the creation of trust between the buyer and the seller. Also, knowledge of non-verbal communication enables the seller to better adapt to the customer and better understand the customer's attitudes, feelings, thoughts, wishes and needs. In addition, understanding non-verbal communication, the seller can consciously use certain non-verbal signs with the purpose of sending various positive signals to the customer, such as openness, friendliness and confidence in his own product. Therefore, we conclude that salespeople who master the knowledge of nonverbal communication will greatly increase the likelihood of successful sales and achieve strong long-term relationships with customers. Purpose of this work is to provide a deeper insight into non-verbal communication and to explain how to properly use non-verbal signals with a goal of improving sales results and customer satisfaction.
Keywords
Keywords (english)
Languagecroatian
URN:NBNurn:nbn:hr:145:442797
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 conditionsOpen access
Terms of useLicence In copyright icon
Created on2023-12-05 16:43:20