Unaprjeđenje tehničke podrške prodaji u inženjerskim poduzećima

master's thesis

• Title (english): Improvement of technical sales support in engineering companies
• Author: Nikola Novački
• Mentor: Miro Hegedić (mentor)
• Granter: University of Zagreb; Faculty of Mechanical Engineering and Naval Architecture; Zagreb
• Defense date and country: 2021-07-14, Croatia
• Scientific / art field, discipline and subdiscipline: TECHNICAL SCIENCES; Mechanical Engineering

Abstract

Tema ovog rada je unaprjeđenje tehničke podrške prodaji u inženjerskim poduzećima. U prvom dijelu rada prikazana je evolucija prodajnih procesa te su opisani koraci prilikom predstavljanja novog proizvoda. Nakon upoznavanja procesa prodaje, predstavljeno je zanimanje inženjera prodaje, opisana je njihova uloga u poduzeću te je prikazan utjecaj prodajnih inženjera na efikasnost prodajnih predstavnika. U nastavku rada definirani su digitalni alati koji se koriste u prodaji dok je u glavnom dijelu rada, na realnom primjeru, prikazana uloga inženjera prilikom tehničke podrške prodaji, opisan je proces analize žičane forme u svrhu povećanja udjela vlastitih komponenti u navedenoj žičanoj formi te su prikazani udjeli pojedinih dobavljača prije i nakon provedene analize. U praktičnom dijelu rada također je prikazano poboljšanje procesa korištenjem automatizirane baze podataka koja olakšava rad inženjerima prilikom tehničke podrške prodaji.

Abstract (english)

The topic of this paper thesis is improvement of technical sales support in engineering companies. After introduction, evolution of sales processes is explained at the beginning. After that historical development of sales, process of introducing new product is described. Sales engineers and their impact on the salesperson efficiency are being introduced in third chapter and in the fourth chapter sales technologies are being presented. Afterwards, analysis of wire harness is explained in order to increase share of companies components. In the end of this paper, the improvement of technical sales process is described on the example of using automated database which removes most of the manual work from the wire harness analysis. Finally, conclusions and learnings are shared.

• Keywords: prodaja; prodajni inženjer; tehnologija u prodaji; baza podataka; žičana forma; konektor
• Keywords (english): sales; sales engineer; sales technologies; database; wire harness; connector
• Language: croatian
• URN:NBN: urn:nbn:hr:235:226747
• Study programme: Title: Mechanical Engineering; Study programme type: university; Study level: graduate; Academic / professional title: magistar/magistra inženjer/inženjerka strojarstva (magistar/magistra inženjer/inženjerka strojarstva)
• Type of resource: Text
• File origin: Born digital
• Access conditions: Embargoed access; Embargo expiration date: 2026-06-28
• Created on: 2021-07-07 16:44:21