RENOVATION OF SALES PROCESS IN COMPANY LITOSTROJ RAVNE D.O.O.

V magistrski nalogi je predstavljeno podjetje Litostroj Ravne d.o.o., njegov zgodovinski razvoj, obstoječ proces prodaje in tudi njegova prenova. Poglobili smo se v posamezne aktivnosti prodajnega procesa, na osnovi katerih lahko izboljšamo poslovanje. Kako prenoviti prodajni proces, da bo zagotovljena čim večja učinkovitost poslovanja, je problem, s katerim smo se ukvarjali. Zanimalo nas je torej, če se lahko in kako se lahko čas, potreben za izvedbo prodajnega procesa, skrajša s prenovo prodajnega procesa. Vsekakor smo se osredotočili tudi na stroške in zanimalo nas je, kako se lahko tudi stroški, potrebni za izvedbo prodajnega procesa, zmanjšajo z njegovo prenovo. Prvi korak pred prenovo poslovnega procesa je analiza obstoječega stanja prodajnega procesa v organizaciji. Definirati je treba pomanjkljivosti in podati predloge rešitve. Pot do uspeha po našem mnenju predstavlja: pravočasen in zanesljiv pretok informacij, brezpapirno poslovanje, prevzemanje odgovornosti, sodelovanje med zaposlenimi, dodatno izobraževanje in podkrepljenost z znanjem, ki je potrebno, da poteka poslovni proces nemoteno, in uporaba strategije managementa odnosov z odjemalci (CRM). Za zajem podatkov smo uporabili tudi anketni vprašalnik, ki nam je služil kot pomoč pri prenovi prodajnega procesa. Na podlagi analize problema in predlogov rešitve le-tega smo ugotovili, da se lahko s prenovo prodajnega procesa skrajša čas njegove izvedbe in stroški poslovanja se zmanjšajo. Višja stopnja sodelovanja med zaposlenimi po prenovi pa povečuje stopnjo učinkovitosti poslovanja. Sklepamo lahko, da je prenova prodajnega procesa v obravnavanem podjetju potrebna in hkrati tudi nujna.The purpose of the Master\u27s paper was to present Litostroj Ravne Ltd., its historical development, the current sales process, as well as its business process reengineering. The subject of our research were the separate activities of the sales process that are the bases on which we can improve the management. We were dealing with the problem of sales process reengineering as to insure the highest possible business success. Therefore, our research centred on the question whether the reengineering of the sales process can shorten the time, required for the sales process, and how. In addition, we focused on the costs and we were interested in how the reengineering of the sales process can reduce the costs, necessary for the sales process performance. The first step prior to the business process reengineering was the analysis of the current situation of sales process in the organization. It is necessary to define deficiencies and to propose solutions. In our opinion, success can be achieved with: timely and reliable information flow, paperless operation, assumption of responsibility, cooperation between collaborators, additional education and corroboration with knowledge, which is needed to place a smooth business process and use the strategy of Customer Relationship Management (CRM). For data acquisition, we used a Questionnaire which served as an assistance by the sales process reengineering. Based on the problem analysis and the suggestions, we found out that the sales process reengineering shortens the time of its performance and reduces the operating costs. A higher level of cooperation between employees increases the business success after reengineering. It may be indicated that in the presented company, the sales process reengineering is needed and urgent at the same time