Critical evaluation of personal insurance sales in the agency Agencija Mori d.o.o.

Namen diplomskega dela je bil, da naredimo kritično oceno osebne prodaje v podjetju Agencija Mori. Osebna prodaja predstavlja zelo pomemben in učinkovit način marketinškega komuniciranja za doseganje ugodnih prodajnih rezultatov. V bistvu je na našem primeru najbolj pomembna oblika le tega. Naloga je razdeljena na tri deleprvi del je splošen in predstavlja uvod v določeno tematiko. Drugi del je teoretičen in opisuje marketinško komuniciranje podjetij z okolico, podrobneje osebno prodajo. V tretjem in zadnjem delu sledi praktična primerjava in kritična ocena osebne prodaje kot oblike marketinškega komuniciranja s teorijo. Ugotovili smo, da je podjetje na področju osebne prodaje zelo dobro organizirano in ima le nekaj pomanjkljivosti, ki so odpravljive. Ugotovili smo tudi, da ima največji pomen pri osebni prodaji človek, torej oseba, ki izvaja delo na terenu. Zato je potrebno, da podjetje vlaga veliko znanja v svoje sodelavce in tako gradi temelje za bolj kakovostno in dolgoročno prihodnost.The purpose of this diploma paper was a critical evaluation of the personal sale in the company “Agencija Mori”. Personal sale represents a very important and efficient marketing communication method to achieve favourable sales results. In our case the form of this sales method has the highest importance. The paper is divided into three partsthe first part is general and represents the introduction into a certain topic. The second part is theoretical and describes marketing communication of companies with the surroundingor personal sales to be precise. The third and last part contains practical comparison and critical evaluation of sale as a form of marketing communication with theory. It was established that the company is very well organised in the area of personal sales and has only a few deficiencies which can be easily remedied. It was also established that the human factor is of utmost importance in personal sales, meaning the person who works in the field. It is therefore necessary that the company invests into the knowledge of their employees and builds long-term fundaments for a high-quality future