{"id":2354,"date":"2009-11-24T13:58:39","date_gmt":"2009-11-24T13:58:39","guid":{"rendered":"http:\/\/wordpress.vipos.rs\/index.php\/2009\/11\/24\/menadment-prodaje\/"},"modified":"2022-10-28T09:08:47","modified_gmt":"2022-10-28T07:08:47","slug":"menadment-prodaje","status":"publish","type":"post","link":"https:\/\/va.akademijazs.edu.rs\/index.php\/2009\/11\/24\/menadment-prodaje\/","title":{"rendered":"Menad\u017ement prodaje"},"content":{"rendered":"

[vc_row][vc_column][vc_column_text]<\/p>\n\n\n\n
\"\"<\/td>\nNaziv ud\u017ebenika: Menad\u017ement prodaje
\nAutor: dr \u0110or\u0111e Pavlovi\u0107
\nGodina izdanja: 2012.
\nPismo: latinica
\nFormat: B5
\nBroj strana: 274
\nCena: 1.360,00
\nUd\u017ebenik mo\u017eete da naru\u010dite ako kliknete ovde.<\/a><\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n
<\/div>\n
\u00a0<\/span><\/em><\/strong><\/div>\n

Predgovor\u00a0\u00a0\u00a0 7
\nPredgovor drugom izdanju\u00a0\u00a0\u00a0 9
\nUvod\u00a0\u00a0\u00a0 11<\/p>\n

1. Evolucija sadr\u017eaja prodaje\u00a0\u00a0\u00a0 14
\n1.1. Zna\u010daj izu\u010davanja sadr\u017eaja prodaje\u00a0\u00a0\u00a0 14
\n1. 2. Sadr\u017eaj prodaje\u00a0\u00a0\u00a0 17
\n1.3. Savremeno orijentisan prodavac\u00a0\u00a0\u00a0 20
\n1.4. Obim i razvoj menad\u017ementa prodaje\u00a0\u00a0\u00a0 23
\n1.5. Istorijski pregled evolucije sadr\u017eaja prodaje\u00a0\u00a0\u00a0 26
\n1.6.\u00a0\u00a0\u00a0 Marketing-okolina preduze\u0107a\u00a0\u00a0\u00a0 28
\n2. Tokovi menad\u017ementa prodaje\u00a0\u00a0\u00a0 34
\n2.1. Evolucija prodaje\u00a0\u00a0\u00a0 34
\n2.2. Tokovi prodaje razli\u010ditim vrstama kupaca\u00a0\u00a0\u00a0 35
\n2.3. Sadr\u017eaj menad\u017ementa prodaje\u00a0\u00a0\u00a0 37
\n2.4. Utvr\u0111ivanje strategijskog programa prodaje\u00a0\u00a0\u00a0 40
\n2.5. Uloga menad\u017ementa prodaje u odabiru i obuci prodajne snage\u00a0\u00a0\u00a0 41
\n2.6. Razlikovanje prodaje profesionalnim kupcima i prodaje finalnim potro\u0161a\u010dima\u00a0\u00a0\u00a0 44
\n3. Uticaj okru\u017eenja na program prodaje\u00a0\u00a0\u00a0 46
\n3.1 Okru\u017eenje i program prodaje\u00a0\u00a0\u00a0 46
\n3.2. Prodajne teritorije u programu prodaje\u00a0\u00a0\u00a0 47
\n3.3. Proces prodaje profesionalnim kupcima\u00a0\u00a0\u00a0 49
\n3.4. Marketing-okru\u017eenje i uloga marketinga\u00a0\u00a0\u00a0 51
\n3.5. Tr\u0161i\u0161te potro\u0161a\u010da i pona\u0161anje potro\u0161a\u010da\u00a0\u00a0\u00a0 59
\n3.6. Proces odlu\u010divanja u kupovini\u00a0\u00a0\u00a0 65
\n4. Korporativna marketing-strategija i program prodaje\u00a0\u00a0\u00a0 78
\n4.1. Me\u0111uzavisnost marketing-strategije i programa prodaje\u00a0\u00a0\u00a0 78
\n4.2. Program prodaje kao integralni deo marketing- -strategije\u00a0\u00a0\u00a0 79
\n4.3. Uticaj eksternog okru\u017eenja na korporativnu marketing-strategiju\u00a0\u00a0\u00a0 81
\n4.4. Uticaj internog okru\u017eenja na korporativnu marketing-strategiju\u00a0\u00a0\u00a0 86
\n4.5. Korporativno strategijsko planiranje i strategija prodaje\u00a0\u00a0\u00a0 88
\n4.6. Me\u0111uzavisnost prodaje i ostalih instrumenata marketinga\u00a0\u00a0\u00a0 95
\n5. Predvi\u0111anje i prognoziranje prodaje\u00a0\u00a0\u00a0 101
\n5.1. Me\u0111uzavisnost prognoziranja tra\u017enje i planiranje prodaje\u00a0\u00a0\u00a0 101
\n5.2. Pra\u0107enje i predvi\u0111anje tokova u okru\u017eenju\u00a0\u00a0\u00a0 103
\n5.3. Prilago\u0111avanje preduze\u0107a\u00a0\u00a0\u00a0 107
\n5.4. Izbor tr\u017ei\u0161ta i tr\u017ei\u0161no previ\u0111anje\u00a0\u00a0\u00a0 110
\n5.5. Ciljna tr\u017ei\u0161ta\u00a0\u00a0\u00a0 118
\n5.6. Predvi\u0111anje potra\u017enje i prodaje\u00a0\u00a0\u00a0 123
\n6. Organizovanje prodaje i prodajna kvota\u00a0\u00a0\u00a0 130
\n6.1. Organizovanje prodajne snage\u00a0\u00a0\u00a0 130
\n6.2. Odgovaraju\u0107e vo\u0111enje prodajnog osoblja\u00a0\u00a0\u00a0 132
\n6.3. Prodajne sposobnosti i ve\u0161tine\u00a0\u00a0\u00a0 136
\n6.4. Organizovanje marketinga\u00a0\u00a0\u00a0 140
\n6.5. Odre\u0111ivanje prodajnih kvota\u00a0\u00a0\u00a0 150
\n6.6. Vrste kvota i njihovo sprovo\u0111enje\u00a0\u00a0\u00a0 154
\n7. Realizovanje programa prodaje\u00a0\u00a0\u00a0 156
\n7.1. Eksterni i interni uslovi za realizaciju programa prodaje\u00a0\u00a0\u00a0 156
\n7.2. Me\u0111uzavisnost marketing-koncepcije i izbora poslovne orijentacije preduze\u0107a\u00a0\u00a0\u00a0 158
\n7.3. Koncepti zna\u010dajni za uspe\u0161nu prodaju\u00a0\u00a0\u00a0 163
\n7.4. Menad\u017ement prodaje kao kontinuiran proces\u00a0\u00a0\u00a0 173
\n7.5. Upravljanje pomo\u0107u ciljeva\u00a0\u00a0\u00a0 175
\n7.6. Dizajniranje poslova\u00a0\u00a0\u00a0 179
\n8. Ocena i kontrola programa prodaje\u00a0\u00a0\u00a0 182
\n8.1. Sadr\u017eaj ocenjivanja i kontrole rezultata prodaje\u00a0\u00a0\u00a0 182
\n8.2. Marketing-kontrola\u00a0\u00a0\u00a0 185
\n8.3. Analiza kvalitativnih podataka o prodaji\u00a0\u00a0\u00a0 194
\n8.4. Analiza kvantitativnih pokazatelja\u00a0\u00a0\u00a0 195
\n9. Internacionalna prodaja i menad\u017ement prodaje\u00a0\u00a0\u00a0 198
\n9.1. Internacionalizacija poslovanja i uloga me\u0111unarodnog marketinga\u00a0\u00a0\u00a0 198
\n9.2. Kompleksnost okru\u017eenja internacionalne prodaje\u00a0\u00a0\u00a0 203
\n9.3. Strategija prodajnog nastupa na inostranom tr\u017ei\u0161tu\u00a0\u00a0\u00a0 206
\n10. Poslovni vodi\u010d kroz biznis i etikeciju\u00a0\u00a0\u00a0 208
\n10.1. Biznis i etikecija\u00a0\u00a0\u00a0 208
\n10.2. Osnovni principi pristojnog pona\u0161anja\u00a0\u00a0\u00a0 233
\n10.3. Protokol preduze\u0107a\u00a0\u00a0\u00a0 243
\n10.4. Odnosi s medijima\u00a0\u00a0\u00a0 245
\n10.5. Pona\u0161anje na radnom mestu\u00a0\u00a0\u00a0 247
\n10.6. Pona\u0161anje na poslovnim sastancima\u00a0\u00a0\u00a0 251
\n10.7. Pona\u0161anje izme\u0111u preduze\u0107a\u00a0\u00a0\u00a0 253
\n10.8. Pona\u0161anje sa stranim poslovnim partnerima\u00a0\u00a0\u00a0 255
\n10.9. Osnovi poslovne kulture i pona\u0161anja u menad\u017ementu\u00a0\u00a0\u00a0 261
\nL i t e r a t u r a\u00a0\u00a0\u00a0 270[\/vc_column_text][\/vc_column][\/vc_row]<\/p>\n<\/div>","protected":false},"excerpt":{"rendered":"

[vc_row][vc_column][vc_column_text] Naziv ud\u017ebenika: Menad\u017ement prodaje Autor: dr \u0110or\u0111e Pavlovi\u0107 Godina izdanja: 2012. Pismo: latinica Format: B5 Broj strana: 274 Cena: 1.360,00 Ud\u017ebenik mo\u017eete da naru\u010dite ako kliknete ovde. \u00a0 Predgovor\u00a0\u00a0\u00a0 7 Predgovor drugom izdanju\u00a0\u00a0\u00a0 9 Uvod\u00a0\u00a0\u00a0 11 1. Evolucija sadr\u017eaja prodaje\u00a0\u00a0\u00a0 14 1.1. Zna\u010daj izu\u010davanja sadr\u017eaja prodaje\u00a0\u00a0\u00a0 14 1. 2. Sadr\u017eaj prodaje\u00a0\u00a0\u00a0 17 1.3. Savremeno…
Op\u0161irnije…<\/a><\/p>\n","protected":false},"author":13,"featured_media":2353,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"footnotes":""},"categories":[5],"tags":[],"class_list":["post-2354","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-izdavacka-delatnost","wpautop"],"_links":{"self":[{"href":"https:\/\/va.akademijazs.edu.rs\/index.php\/wp-json\/wp\/v2\/posts\/2354","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/va.akademijazs.edu.rs\/index.php\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/va.akademijazs.edu.rs\/index.php\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/va.akademijazs.edu.rs\/index.php\/wp-json\/wp\/v2\/users\/13"}],"replies":[{"embeddable":true,"href":"https:\/\/va.akademijazs.edu.rs\/index.php\/wp-json\/wp\/v2\/comments?post=2354"}],"version-history":[{"count":4,"href":"https:\/\/va.akademijazs.edu.rs\/index.php\/wp-json\/wp\/v2\/posts\/2354\/revisions"}],"predecessor-version":[{"id":31049,"href":"https:\/\/va.akademijazs.edu.rs\/index.php\/wp-json\/wp\/v2\/posts\/2354\/revisions\/31049"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/va.akademijazs.edu.rs\/index.php\/wp-json\/wp\/v2\/media\/2353"}],"wp:attachment":[{"href":"https:\/\/va.akademijazs.edu.rs\/index.php\/wp-json\/wp\/v2\/media?parent=2354"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/va.akademijazs.edu.rs\/index.php\/wp-json\/wp\/v2\/categories?post=2354"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/va.akademijazs.edu.rs\/index.php\/wp-json\/wp\/v2\/tags?post=2354"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}