MOTIVATING AND REWARDING OF SALES PERSONNEL AT TOMAS SPORT 2 D.O.O.

Diplomska naloga se osredotoča na problem motiviranja in nagrajevanja prodajalcev v podjetju Tomas Sport 2 d.o.o. Z raziskavo smo želeli ugotoviti, kakšno je mnenje zaposlenih o trenutnih motivacijskih metodah v podjetju in če je obstoječi nagrajevalni sistem ustrezen z vidika prodajalcev. Prvi del se osredotoča na teoretičen vidik motivacije in motiviranja z razlago pojmov, motivov, motivacijskih dejavnikov, procesa, teorij ter zakonitosti motivacije. Nadaljujemo z opredelitvijo nagrad in nagrajevanja, kjer izpostavimo predvsem pomen in pomembnost sistema nagrajevanja in vrste nagrad. Raziskovalni del diplome pa temelji na predstavitvi okolja, v katerem je bila raziskava narejena. Na podlagi rezultatov, ki smo jih dobili z anketnim vprašalnikom, smo z analizo in pojasnili predstavili mnenje zaposlenih o motivaciji, zadovoljstvu v podjetju in obstoječem nagrajevalnem sistemu. Rezultati kažejo, da je potrebna prenova obstoječega nagrajevalnega sistema, ker ta na zaposlene v sedanji obliki ne deluje motivacijsko. Najbolj motivacijsko na podjetje delujejo dobri odnosi med sodelavci ter stalne in zadovoljne stranke. Predlogi za preoblikovanje nagrajevalnega sistema in prenovo motivacijskih metod so predstavljeni v zaključnem delu diplomske naloge.The thesis deals with motivation and rewarding of sales personnel in Tomas Sport 2 d.o.o. company. The purpose of the research was to assess the opinion of the employees of the present company motivational methods, and to determine whether the sales clerks consider the presently valid rewarding system adequate. The first part of the thesis focuses on the theoretical aspect of motivation and motivating, giving the explanation of concepts, motives, motivational factors, processes, theories, and rules of motivation. We continue with the definition of rewards and rewarding, with a special emphasize on the meaning and importance of the rewarding system, and types of rewards. The research part of the thesis is based on the presentation of the research environment. Based on the analysis of the results obtained by the survey questionnaire we presented the opinion of the employees on motivation, their satisfaction within the company, and the existing rewarding system. The results show that a reform of the existing rewarding system is required, because, such as it is, it fails to motivate the employees. Good relations among the coworkers, and satisfied customers, are the most effective motivation. Our suggestions for a transformation of the rewarding system and renewal of motivational methods are presented in the final part of the thesis