Odnos med svetovalcem in stranko v modnem studiu

Finžgar, Zala (author), Demšar, Andrej (mentor)

Namen diplomskega dela je bil ugotoviti kakšne so značilnosti dela prodajnih svetovalcev, kakšno znanje oziroma kompetence morajo prodajni svetovalci imeti ter kakšno je mnenje strank o prodajnih svetovalcih. Diplomsko delo lahko nudi prodajnim svetovalcem informacijo o potrebnih znanjih za izboljšavo prodaje in zadovoljstva entitet v postopku prodaje. V teoretičnem delu diplomskega dela so opisani in predstavljeni termini: prodaja, kupec, prodajalec, medosebni odnos in čustvena inteligenca. Opisana in predstavljena je razlika med prodajnim svetovalcem in kupcem. Kot metoda raziskovalnega dela je bila uporabljena anketa. Izvedeni sta bili dve anketi. Prvi anketni vprašalnik je bil namenjen prodajnim svetovalcem, drugi anketni vprašalnik pa strankam v trgovini z modnimi oblačili. Prvi del obeh anketnih vprašalnikov je namenjen pridobitvi osebnih podatkov anketirancev (spol, starost, kraj bivanja, izobrazba, status zaposlitve). Drugi del anketnega vprašalnika za prodajne svetovalce je namenjen zbiranju podatkov, s pomočjo katerih bi evidentirali potrebna znanja in kompetence, ki jih prodajni svetovalec potrebuje pri delu s stranko. Drugi del anketnega vprašalnika za stranke je namenjen vprašanjem, s pomočjo katerih bi ugotovili, kakšne so značilnosti nakupovanja strank ter kakšen je njihov odnos do prodajnega svetovalca. Na podlagi rezultatov anket lahko ugotovimo, da potrebuje prodajni svetovalec za uspešno prodajo poleg znanja in strokovnosti še vrsto veščin, ki so med seboj povezane in jih lahko razvrstimo v področje čustveno-socialno-komunikacijskih znanj.

• Language: Slovenian
• Keywords: prodajni svetovalec, stranka, prodaja, odnos
• Work type: Bachelor thesis/paper
• Organization: NTF - Faculty of Natural Sciences and Engineering
• Year: 2018
• PID: 20.500.12556/RUL-100527
• Publication date in RUL: 23.03.2018

Secondary language

• Language: English
• Title: Affiliation between fashion consultant and customer in fashion design

Abstract

The purpose of the diploma work was to determine the characteristics of the sales advisers, what knowledge or competencies the sales advisers should have and what is the opinion of customers about sales advisers. The diploma work can provide sales counselors with information on the necessary skills to improve the sales and satisfaction of the entities in the sale process. The theoretical part of the diploma work describes and present the terms: sales, buyer, producer, interpersonal relationship and emotional intelligence. The difference between the sales consultant and the customer is described and presented. As a method of research work, a survey was used. Two surveys were conducted. The first survey questionnaire was intended for sales consultants, while the second questionnaire was provided to clients in the fashion clothing store. The first part of the two survey questionnaires is intended to obtain personal data of respondents (gender, age, place of residence, education, employment status). The second part of the survey questionnaire for sales advisers is aimed at collecting data to record the necessary skills and competencies that a sales adviser needs when working with a client. The second part of the survey questionnaire for clients is devoted to questions which will help to determine the characteristics of customer shopping and their relationship with the sales advisor. Based on the results of the surveys, we can conclude that the sales advisor needs a lot of skills that they are connected with each other and can be classified into the field of emotional and social communication skills in addition to their knowledge and professionalism.

• Keywords: sales consultant, costumer, sale, relationship