Poslovi i zadaci voditelja prodaje na prvoj razini menadžmenta u prehrambenom poduzeću

master's thesis

• Title (english): Sales manager´s affairs and tasks on the first level of management in a food production enterprise
• Author: Marina Raknić
• Mentor: Kristina Petljak (mentor)
• Committee member: Dora Naletina (predsjednik povjerenstva)
• Committee member: Ivana Štulec (član povjerenstva)
• Granter: University of Zagreb; Faculty of Economics and Business; (Department of Trade and International Business); Zagreb
• Defense date and country: 2019-09-30, Croatia
• Scientific / art field, discipline and subdiscipline: SOCIAL SCIENCES; Economics; Trade and Tourism

Abstract

Poduzeća danas posluju u uvjetima vrlo dinamičnog poslovnog okruženja. Izložena su snažnim vanjskim utjecajima i pritiscima okoline kao i razvoju i unapređenju tehnologije, a isto tako i razvoju konkurencije kako na domaćem tako i na stranom tržištu. Vrlo važnu ulogu za uspješnost poslovanja poduzeća ima upravo menadžment. Menadžment u poduzećima i organizacijama je proces postizanja željenih rezultata kroz efikasno korištenje materijalnih i ljudskih resursa. Ovisno o veličini poduzeća ili organizacije, postoje menadžeri na različitim operativnim razinama odgovornosti. Menadžeri donose odluke o upotrebi resursa poduzeća i bave se planiranjem, organiziranjem, vođenjem i kontroliranjem aktivnosti poduzeća kako bi se postigli njegovi ciljevi. U ovom radu objašnjeni su temeljni pojmovi poduzeća kao i njegovi pravni oblici te temeljni pojmovi menadžmenta, njegove osnovne funkcije i hijerarhijske razine. Na primjeru proizvodnog poduzeća Pik Vrbovec plus d.o.o. detaljno se opisuje uloga menadžera prodaje na prvoj razini odgovornosti. Istražuju se poslovi i zadaci voditelja prodaje za maloprodaju te se uspoređuju teorijska znanja sa stanjem u praksi. Voditelj prodaje u maloprodaji poduzeća Pik Vrbovec plus d.o.o. ispunjava sve operativne zadatke na prvoj razini menadžmenta primjenom svojih znanja i vještina. Voditelj prodaje posjeduje operativnu odgovornost te kontrolira izvršavanje aktivnosti na operativnoj razini odnosno usmjeren je na realizaciju neposrednih zadataka i ciljeva od strane višeg menadžmenta. Voditelj prodaje teži uspjehu i ostvarenju rezultata vođen misijom i vizijom samog poduzeća. Temeljem provedene analize u okviru rada, prikazuje se što znači za poslovanje poduzeća kvalitetno i uspješno upravljanje menadžera prve razine.

Abstract (english)

Today enterprises operate in very dynamic business environments. They are exposed to strong external influence and pressure, as well as to the development of technology. However, they are also exposed to the development of their competition both in domestic and foreign markets. Management has a huge role in the thriving business of enterprises. It is a process of achieving desired outcomes through efficient utilization of material and human resources in enterprises and organizations. There are managers on different operative levels of responsibility, depending on the size of an enterprise or an organization. They make decisions on the use of the company's resources, and they deal with planning, organization, management, and control of the company's activities to achieve its goals. Basic terms and concepts of business were explained in this paper, as well as the legal forms and basic concepts of management, its essential functions, and hierarchical layers. Using the example of the Pik Vrbovec plus d.o.o. manufacturing enterprise the role of the sales manager was described in detail on the first level of responsibility. A sales manager's affairs and tasks in retail were examined and theoretical knowledge was compared to the situation in practice. In Pik Vrbovec d.o.o. plus enterprise's retail, a sales manager performs all the operational tasks on the first level of management by applying their knowledge and skills. They have the operational responsibility, and they control the execution of the activities on the operational level. They are focused on immediate task and goal execution. A sales manager strives for success and the achievement of results and is led by the mission and the vision of the company. The meaning of quality and successful management on the first level for a business is demonstrated based on the analysis conducted within this paper.

• Keywords: poduzeće; menadžment; menadžer; voditelj prodaje; poslovanje; PIK Vrbovec plus d.o.o.
• Keywords (english): enterprise; management; manager; sales manager; business; PIK Vrbovec plus d.o.o.
• Language: croatian
• URN:NBN: urn:nbn:hr:148:786158
• 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: 2019-10-16 20:14:37