Rahimić, Zijada and Uštović, Kenan (2011) Establishment and sales team education in function of building value creation selling system. In: The 5th International Scientific Conference "Entrepreneurship and Macroeconomic Management: Reflections on the World in Turmoil".
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Sažetak
Specialized knowledge, communication and interpersonal skills of employees are crucial to the survival and development of all organizations in today's dynamic and turbulent environment. Therefore, the main task for managers is to build learning organization, whose basic objectives are not solely focused on increasing profits, but also constantly to raise the level of employees' knowledge. In case of very rapid process of knowledge expiring, an additional problems for companies in BiH are slowness of economic reorganization, increased influence of political factors and unstable macroenvironmnet which makes the possibility of further development, training and education highly complicated. The main goal of this research is to explore awareness and representation level of sales team education, as a key element in process of building competitive advantages based on sales policy differentiation. The research includes companies that are selling their products and services to other companies, not to the end consumers. As a method of research we used data collection questionnaire. Research results should demonstrate a difference in perception of training sales team in international companies in BiH, on the one, and domestic companies, on the other hand. Based on these differences, we make a conclusion about the ability that companies build Value Creation Selling (VCS) system. According to this new, very radical and practical approach to sales, success of the company is not based on short-term considerations of managers to keep the same level of sales or increase them, by increasing the number of sales representatives. Success is measured by the ability of companies to help customers in all important parts of its business, which can be achieved only through continuous education and sales team training.
| Tip objekta: | Materijal konferencije ili radionice (Paper) |
|---|---|
| Mentor: | NIJE ODREĐENO |
| Dodatne informacije: | 5/2011 |
| Ključni pojmovi: | education, sales team, Value Creation Selling system |
| Teme: | 3 Društvene znanosti > 33 Ekonomija. Ekonomska znanost > 339 Trgovina. Međunarodni gospodarski odnosi. Svjetsko gospodarstvo > 339.1 Opća pitanja trgovine. Tržište > 339.138 Marketing 6 Tehnologija (primijenjene znanosti) > 65 Menadžment i organizacija industrije, trgovine i komunikacija > 658 Poslovni menadžment, upravljanje, administracija. Organizacija poslovanja > 658.8 Marketing. Prodaja. Prodavanje. Distribucija, raspačavanje |
| Odjeli: | Odjel za ekonomiju i turizam "Dr. Mijo Mirković" |
| Datum pohrane: | 08 Jan 2013 07:23 |
| Zadnja promjena: | 08 Jan 2013 07:23 |
| URI: | http://eknjiznica.unipu.hr/id/eprint/1941 |
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