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V teoretičnem delu smo podrobno predstavili osebno prodajo in vodenje prodajnega osebja. V praktičnem delu smo anketirali slovenske proizvajalce pohištva in zaposlene v pohištvenih salonih. Dobljene rezultate smo analizirali in jih opisno ter grafično prikazali. Iz njih je razvidno, da se slovenska podjetja s pohištvom zavedajo pomembnosti osebne prodaje, kljub temu pa vlagajo sorazmerno malo finančnih sredstev v prodajno osebje in osebno prodajo. The theory section provides a detailed presentation of personal sales service and sales force management. The practical section involves interviewing Slovenian furniture manufacturers and employees working in furniture showrooms the results of these empirical surveys are analyzed and interpreted, and a descriptive and graphical presentation made. The results reveal that Slovenian furniture companies are significantly aware of the importance of personal sales, yet they tend to invest relatively modest amounts into sales activities and sales staff management. |
