IMPLEMENTING THE SALES PROCESS IN VULKANIZACIJA CELJE

V diplomskem delu nas je zanimalo, kako se izvaja proces prodaje v podjetju Vulkanizacija Celje. V prvem delu smo opredelili prodajo, opisali, kaj so njene naloge ter kako se povezuje z ostalimi funkcijami v podjetju. Kasneje smo management prodaje razdelili na planiranje, organiziranje, nazdor in izvajanje prodaje in jih tudi opisali. Tretji del managementa prodaje, torej izvajanje prodaje, nam je nadaljevanju služil za osnovo pri praktičnem delu. V praktičnem delu smo na podlagi intervjuja, ki smo ga opravili z zaposlenim v podjetju Vulkanizacija Celje, opisali, kako poteka izvajanje prodaje v podjetju. Okvirno smo izvedeli, kako načrtujejo zaposlene v prodaji in s tem njihove cilje in strategije v zvezi s prodajnim osebjem, kako prodajno osebje organizirajo na podlagi strategije organizacije, od česa je odvisno število prodajnega osebja ter kako skrbijo za nagrajevanje. Poleg tega smo se pozanimali tudi o njihovem ravnanju z zaposlenimi v prodaji, tam pa smo izvedeli, kako iščejo in izbirajo prodajno osebje, kako skrbijo za njihov razvoj ter kako jih nadzorujejo in seveda tudi motivirajo. Cilj tega obiska je bil izvedeti, kako se zaposleni v prodaji soočajo s procesom prodaje in kako se v podjetju soočajo z organizacijo in izvajanjem zgoraj naštetih stvari.In the diploma thesis, we were interested in the sales process in the company Vulkanizacija Celje. In the first part of the thesis, we defined sales, described the tasks of sales and the connection to other functions in the company. We divided sales management into sales planning, sales organizing, sales control and sales execution, and we described each of them. Third part of sales management, which is sales execution, was the basis for the second part of the thesis, the practical part. In this part, we described the sales execution in the company Vulkanizacija Celje based on the interview with an employee of the said company. We learnt how they plan the employees in sales, what their goals and strategies connected to the sales staff are, how they organize the sales staff according to the organization strategy and what affects the number of the sales staff. We also learnt about their reward system. Furthermore, we inquired about their treatment of the sales staff, and we learnt how they search for and choose the sales staff, how they make sure they progress and how they control and motivate them. The goal of visiting the company was to discover how the sales staff members confront the sales process and how the employees confront the organization and execution of the aforementioned matters