University North. University centre Varaždin. Department of Business Economics.
Abstract
U robnoj proizvodnji proizvodi se za tržište. Roba ili usluga traži kupca kao drugu
stranu koja je neophodna za proces razmjene, a prodaja se pojavljuje kao
infrastruktura razmjene. Razmjena se mora promatrati više kao proces nego kao
događaj. U procesu razmjene prodaja je važna za obavljanje transakcije kao razmjene
vrijednosti između dviju ili više strana. O prodaji se može govoriti iz više aspekata.
Sukladno zahtjevima međunarodne norme ISO 9001:2000 sustav upravljanja
kvalitetom daje prednost procesnom pristupu te potiče preobrazbu poslovnih funkcija
u poslovne procese. Prednost procesnog pristupa je osiguravanje trajnog upravljanja
vezama između pojedinačnih procesa unutar sustava procesa te njihova kombinacija i
međusobno djelovanje. Zato prodaju možemo promatrati i u tom kontekstu. Kroz
proces prodaje opisano je upravljanje aktivnostima u području prodaje, te kako
funkcionira prodaja koja je složen proces. Za primjer opisa prodajne funkcije
odabrano je poduzeće Mikronis d.o.o.Goods production is meant for the market. Goods or services are searching for the
customer who is necessary for the trade process, and sale process appears as
infrastructure of the trade. Trade should be viewed more as a process than the event.
In the trade process sales is important for the transactions as exchange of values
between two or more sides. Sale process can be viewed from multiple viewpoints. In
accordance with requirements of the international standard ISO 9001:2000 quality
management system prefers process approach and encourages the transformation of
business functions into business processes. Advantage of process approach is
ensuring permanent relations managing between individual processes and their
combination and interaction. Because of that sale process can be viewed in this
context. Through the process of sale, managing activities in sales area is described
and also how the sales works, which is complex process. As an example, description
of sale function is shown with company Mikrnis d.o.o
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