Upravljanje prodajnim timovima

master's thesis

• Title (english): Managing Sales Teams
• Author: Ana Markota
• Mentor: Mirko Palić (mentor)
• Committee member: Nina Pološki Vokić (predsjednik povjerenstva)
• Committee member: Maja Klindžić (član povjerenstva)
• Granter: University of Zagreb; Faculty of Economics and Business; (Department of Organization and Management); Zagreb
• Defense date and country: 2022-09-27, Croatia
• Scientific / art field, discipline and subdiscipline: SOCIAL SCIENCES; Economics; Organization and Management

Abstract

Prodaja kao poslovna funkcija važan je dio svake tržišno orijentirane organizacije, a
prodajne vještine neizostavan su element skupa profesionalnih i osobnih kompetencija
svakog poduzetnika. Tako se kroz povijest, razvojem organizacija, došlo na ideju prodajnih
timova, gdje više ljudi radi na jednom cilju – povećanju prodaje. Danas je timska prodaja
puno više od par prodavača koji pokušavaju prodati neki proizvod. Da bi tim bio uspješan,
potrebno je njime pravilno upravljati.
Upravo zbog toga, glavni cilj ovog diplomskog rada je steći uvid u to što je potrebno za
uspješnost prodajnih timova, odnose unutar istih te koja obilježja karakteriziraju uspješne
prodajne timove uz fokus na izazove koji proizlaze iz upravljanja timovima. Za potrebe
pisanja ovog rada koristit će se primarni i sekundarni izvori podataka. Sekundarni podaci
prikupit će se iz odgovarajućih stručnih i znanstvenih knjiga i članaka te baza podataka.
Primarni podaci prikupit će se kvalitativnim empirijskim istraživanjem koje će biti
provedeno metodom dubinskog intervjua na odabranom uzorku. Planirani uzorak sačinjavati
će desetak voditelja prodajnih timova iz različitih poduzeća i različitih djelatnosti gdje će
fokus biti na timovima, što će omogućiti komparativnu analizu njihovih obilježja,
pregovaračkih strategija, upravljanja odnosima među članovima timova, sukobima te podjeli
posla. Dobiveni rezultati bit će obrađeni metodom analize sadržaja (content analysis).
Doprinos diplomskog rada ogledat će se u dobivanju saznanja o važnosti uloge i
aktivnostima prodajnih timova, njihovim obilježjima koja dovode do uspješnosti procesa
prodaje te u konačnici visokog pozicioniranja poduzeća na različitim tržištima čineći
poduzeće konkurentnim.

Abstract (english)

Sales as a business function is an important part of any market-oriented organization, and
sales skills are an indispensable element of the set of professional and personal competencies
of every entrepreneur. The modern age, marked by technological advances that have
reversed and changed from the foundations traditional industry. Thus, throughout history,
the development of organizations, came up with the idea of sales teams, where more people
work on one goal - to increase sales. Today, team sales are much more than a couple of
vendors trying to sell a product. For a team to be successful, it needs to be managed properly.
Therefore, the main goal of this thesis is to gain insight into what is needed for the success
of sales teams, relationships within them and what characteristics characterize successful
sales teams with a focus on the challenges arising from team management. For the purposes
of writing this paper, primary and secondary data sources will be used. Secondary data will
be collected from relevant professional and scientific books, articles and databases. Primary
data will be collected by qualitative empirical research that will be conducted by the method
of in-depth interview on a selected sample.
The planned sample will consist of a dozen sales team leaders from different companies and
different industries where the focus will be on teams, which will allow a comparative
analysis of their characteristics, negotiation strategies, managing relationships between team
members, conflict and division of labor. The obtained results will be processed by the
method of content analysis. The contribution of the thesis will be reflected in gaining
knowledge about the importance of the role and activities of sales teams, their characteristics
that lead to the success of the sales process and ultimately high positioning of companies in
different markets making the company competitive.

• Keywords: prodaja; prodajni tim; timski menadžment
• Keywords (english): sales; sales teams; team management
• Language: croatian
• URN:NBN: urn:nbn:hr:148:545028
• Study programme: Title: Business Economics; Study programme type: university; Study level: integrated undergraduate and graduate; Academic / professional title: magistar/magistra ekonomije (magistar/magistra ekonomije)
• Type of resource: Text
• File origin: Born digital
• Access conditions: Access restricted to students and staff of home institution
• Created on: 2022-10-04 20:09:12