Upravljanje prodajom

O. J. Majić, S. Arambašić

  • Izdavač: Mate d.o.o.
  • Godina izdavanja: 2014
  • Opće informacije: Meki uvez, 20,0 x 26,0 cm, 180 str.
SKU: 65025M Kategorija:

Cijena: 16,61 €Online cijena: 14,95 €

991 na zalihi

Opis
Udžbenik Upravljanje prodajom namijenjen je učenicima trećeg razreda ekonomskih škola. Danas, sektor usluga nudi niz prodajnih mogućnosti, sve se više ljudi zapošljava u uslužnom sektoru jer industrijsko društvo prelazi u uslužno i informacijsko, a tu se zapravo prodaju usluge – „neopipljiva vrijednost”. Upravo zbog toga
područje prodaje usluga danas je posebno interesantno učenicima ekonomskih škola. Na tržištu se javlja puno radnih mjesta u prodaji financijskih usluga i vrijednosnih papira, u prodaji nekretnina, prodaji osiguranja te u bankarstvu gdje je osobna prodaja koja je predmet razmatranja ovog udžbenika osnovna strategija.
Osnovna je uloga ovoga udžbenika predstaviti dinamično područje prodaje s posebnim naglaskom na primjere iz uslužnoga sektora. Način kako spoznati potrebe, interese i želje kupaca/klijenata i ponuditi ponu­du koja im odgovara uz istodobnu izgradnju dugoročnog i kvalitetnog odnosa nastojimo vam približiti u ovom udžbeniku.
Udžbenik se sastoji od šest nastavnih cjelina. Na kraju svake cjeline nalaze se vježbe i radionice kod kojih se traži da učenici dodatno razmisle o pojedinim sadržajima ili da o njima rasprave u međusobnoj diskusiji. Osim toga, svaka cjelina obogaćena je i ilustracijama, prikazima ili tablicama koje prate tekst.


Kratki sadržaj:

Osobna prodaja kao nastavak marketinškog shvaćanja
Prodajna sila
Razvijanje strategije uspostavljanja odnosa
Unapređenje prodaje usmjereno potrošačima
Unapređenje prodaje usmjereno posrednicima
Mogućnosti osobne prodaje u informacijsko doba

Recenzenti: 

mr. sc. Helena Majić
Dubravka Ibriks, dipl. oec

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