Razlika u opsegu posla i potrebnih znanja u odjelima nabave i prodaje u trgovini građevinskim materijalom

master's thesis

• Title (english): The difference in the volume of work and necessary knowledge in purchasing and sales services in the trade of building materials
• Author: Marija Šimović
• Mentor: Blaženka Knežević (mentor)
• Committee member: Mia Delić (predsjednik povjerenstva)
• Committee member: Dario Dunković (član povjerenstva)
• Granter: University of Zagreb; Faculty of Economics and Business; (Department of Trade and International Business); Zagreb
• Defense date and country: 2023-02-28, Croatia
• Scientific / art field, discipline and subdiscipline: SOCIAL SCIENCES; Economics; Trade and Tourism

Abstract

Suvremeno poslovno okruženje zahtjeva vrlo razvijene kompetencije zaposlenika u odjelima nabave i prodaje uslijed uvođenja digitalizacije u poslovanje te povećanih tržišnih zahtjeva. To je posebno vidljivo u sektoru građevinske industrije na koji značajno utječe trenutno nepovoljna tržišna situacija. Osnovni zadatak nabave u trgovini građevinskim materijalom je nabavljati proizvode i zalihe po što nižoj cijeni, od provjerenih dobavljača te što veće kvalitete, a suprotno tome, prodaja ima za zadatak osigurati prodaju tih istih proizvoda po što većoj cijeni i što boljim uvjetima. To iziskuje posjedovanje i razvoj određenih kompetencija zaposlenika koji rade u odjelima nabave i prodaje. U ovom radu autorica provodi istraživanje o razlici u znanjima i opsegu posla zaposlenika u nabavi i prodaji u trgovini građevinskim materijalom. Ovo istraživanje je pokazalo da su zaposlenici svjesni povećanja opsega posla u odjelu nabave, stoga su kao najvažnije kompetencije izdvojili stručnost, analitičnost i smirenost, kao i organiziranost i prilagodljivost novim tržišnim uvjetima. S druge strane, zaposlenici u prodaji svjesni su da posao prodaje postaje sve teži uslijed promjena u tržišnim zahtjevima, stoga su kao najvažnije kompetencije ustanovili u prvom redu komunikativnost i razvijene pregovaračke vještine. Kada poduzeće razvije dobre odnose s kupcima utemeljene na povjerenju, stvara lojalne kupce koji ostaju uz poduzeće i u razdobljima kriza. Zaključci istraživanja pokazali su da postoje određene razlike u opsegu i znanjima zaposlenika u nabavi i prodaji u trgovini građevinskim materijalom, ali ne toliko značajne jer su obje skupine zaposlenika uvelike svjesne da je proces nabave jednako važan kao i prodajni proces. Uostalom, oni ovise jedan o drugome te bez uspješne nabave nema ni uspješne prodaje, i obrnuto.

Abstract (english)

The modern business environment requires highly developed competencies of employees in procurement and sales departments due to the introduction of digitization in business operations and increased market demands. This is particularly visible in the construction industry sector, which is significantly affected by the current unfavorable market situation. The basic task of procurement in the building material trade is to procure products and supplies at the lowest possible price, from verified suppliers and of the highest possible quality, while sales, on the contrary, has the task of ensuring the sale of these same products at the highest possible price and on the best possible conditions. This requires the possession and development of certain competencies of employees working in the purchasing and sales departments. In this paper, the author conducts research on the difference in knowledge and scope of work of employees in procurement and sales in the trade of construction materials. This research has shown that employees are aware of the increase in the scope of work in the procurement department, therefore they singled out expertise, analytical and calm, as well as organization and adaptability to new market conditions as the most important competencies. On the other hand, sales employees are aware that the job of sales is becoming more and more difficult due to changes in market requirements, therefore they have established communication skills and developed negotiation skills as the most important competencies. When a company establishes good relationships with customers based on trust, it creates loyal customers who stay with the company even in times of crisis. The conclusions of the research showed that there are certain differences in the scope and knowledge of employees in procurement and sales in the building material trade, but not so significant because both groups of employees are largely aware that the procurement process is as important as the sales process. After all, they depend on each other, and without successful procurement there is no successful sale, and vice versa.

• Keywords: distributivna trgovina; tržište građevinskog materijala; nabava; prodaja; kompetencije zaposlenika; trgovina građevinskim materijalom
• Keywords (english): distribution trade; construction material market; procurement; sales; employee competencies; construction material trade
• Language: croatian
• URN:NBN: urn:nbn:hr:148:359044
• Study programme: Title: Management and marketing in retail; Study programme type: professional; Study level: specialist graduate; Academic / professional title: stručni/a specijalist/specijalistica menadžmenta i marketinga maloprodaje (stručni/a specijalist/specijalistica menadžmenta i marketinga maloprodaje)
• Type of resource: Text
• File origin: Born digital
• Access conditions: Access restricted to students and staff of home institution
• Created on: 2023-03-01 19:35:06