SALES ORGANIZATION AND FUNCTIONALITY IN COMPANIES ON THE INDUSTRIAL MARKET IN BOSNIA AND HERZEGOVINA

Selling and sales management is a new discipline and its importance is growing since companies are becoming more and more marketing oriented. The problem of modern business is not how to produce but how to sell the product. It means that there is no successful personal sale without effective sales management because more and more products need to be brought closer to the customer in the selling process. In this paper I will focus on one aspect of selling and sales management, sales organization and functionality. There are two methods of sales organization and functionality, empirical method and scientific method. The purpose of my research was to find out if the sales organization and functionality in Bosnia and Herzegovina companies was in accordance with the scientific method or empirical method. Despite the fact that the sources on selling and sales management are mostly focused on B2C (business to customer) market, my research was focused on B2B (business to business) market companies in order to find out if the theoretical aspects on sale and sales management on B2C market are applicable on B2B market. The objects of my research are five leading companies on Bosnian and Herzegovina industrial market.sales management, sales organization, marketing orientation, scientific method, empirical method.

Method of Business Organization in Bosnia and Herzegovinian Companies

Business organization can be based on science or empirical method. Science method is based on organization models and definitions from literature and empirical method is based on experience in doing business. We will research which method is used in Bosnia and Herzegovina companies. Our research objects were four companies which are temporarily the best in Bosnia and Herzegovina, Energoinvest dd Sarajevo, Energoinvest SUE, Energoinvest TDS, Butmir d.o.o. Our goal is to investigate all elements defined in this model. If those elements are in accordance with definitions and models from literature it means that business organization is based on science method. Company who follow science method can be considered as serious company and important actors on EU market in process of European integrations.7s model, EU business, business organization, science method, empirical method

Determinants of Information Sharing in Supply Chain among Manufacturing and Trading companies in Albania: A Discriminant Analysis

The competition among enterprises has gradually become the competition between supply chains, and it is more and more important for the cooperation among members of the supply chain to improve supply chain performance. Information sharing among members of supply chain can have an impact on supply chain integration. This article studies the determinant factors of the level of information sharing in supply chain. The population of this study is manufacturing and trading companies in Albania. A questionnaire survey was conducted to study the level of information sharing by the targeted companies. This study reveals that top management support, trust in partners, and commitment of partners are significant variables in determining the level of information sharing and in distinguishing between the organizations with high levels of information sharing and information quality and those with low levels of information sharing among supply chain partners. Manufacturing and trading organizations should be given strategic attention to information sharing because accurate, reliable and in time information can contribute to the improvement in organizational performance and competitive advantage

Distillation Techniques in the Fruit Spirits Production

During the distillation of the fermented fruit mash or juice, ethanol and water are the carriers of a huge number of the other volatile aroma compounds. Unique and distinctive flavour of the final spirits depends on their quantity and quality. Fruit spirits have higher concentration of almost all types of volatile compounds with comparing to other types of distilled spirits. The art of distillation run is to obtain the best balance between congeners present. Two different types of distillation equipment are used for the production of fruit spirits: copper Charentais alembic and batch distillation columns. Although both distillation methods are based on the same theoretical principles, a different quantity of the flavour compounds of the final spirits is produced by using different distillation equipment. The main difference was shown in different distributions of the methanol, n-propanol, higher alcohols and fatty acid esters. Distillation methods need to be adjusted for each fruit spirits regardless to distillation equipment employed because fermented mash of different fruit varieties has a different requirement for distilling. Alembic stills yield better aroma and more characteristic fruit distillates but are slow and require more labour. Column still cleans the distillate giving a decent aroma and higher concentration of alcohol

Albania’s challenge for access and competitiveness in EU Market: When good will requires more than legal regulation. An inside of Albania’s efforts to increase the presence of its domestic product in EU markets.

Albania has experienced a difficult transition period, characterized by efforts to establish an economic system oriented towards the free market. Despite the difficulties encountered during the transition process, Albania has made progress in the macroeconomic stability and structural reforms. Nowadays, the economy of our country has become an integral part of initiatives for liberalizing and facilitating trade with countries of the European Union. Active participation in these initiatives increases the possibilities of our economy to be specialized and simultaneously requires commitment towards increasing competitiveness. For each country, foreign trade indicators reflect the level of economic development and mutual profit, which is why the analysis and evaluation of commercial indicators have a special importance. Albania now faces a new challenge of increasing the competitiveness in the international market and the aim of entering the European Union. As it is widely known, foreign trade is a very important factor that affects the growth of a country and reflects the increase of competitive ability. Foreign trade developments constitute an important component of overall economic developments in general and the external sector in particular. Foreign trade is of particular importance for the economies of small dimensions, such as that of our country. The performance in export of Albanian goods plays an important role in the perspective and sustainable development of the country’s economy, as well as in the trade balance in order to be able to face the European competition. The export growth rate in several years is an important indicator on the progress of which, one can judge the stability and sustainability of the economy in general and its ability to compete in the EU market, but it also reflects in a very direct and close way the conjuncture of European common market

Biomimicry: Architecture that Imitates Nature’s Functions, Forms and Parts

Architecture imitates nature’s functions, forms, and parts in order to solve the problems of sus­tainability, efficiency, strength, durability and more. Nature displays its solutions to these prob­lems through endless examples, which appear everywhere on this planet. Such designs rep­resent nature’s work, which has evolved over a “3.8 billion year period.” Nature’s creations are carefully articulated in order to fit in with their context, and to optimize their need for energy and material. It is likely that the answers to most of our design questions lie amid the surrounding organic fabric

Comparing Different DTN Routing Protocols in a Dense Deployment Scenario with Realistic Mobility Trace: Comparing Different DTN Routing Protocols in a Dense Deployment Scenario with Realistic Mobility Trace

In this paper we propose the usage of Delay Tolerant Networks (DTNs) in dense deployment scenarios where infrastructure access is not available or to reduce the traffic load from congested infrastructure networks for non-time critical applications. The purpose of this paper is to evaluate and compare the performance of different DTN routing protocols in such scenarios where realistic mobility trace is used. The performance is analysed using the metrics of delivery probability, overhead ratio, average latency, average number of hops and average buffer time. The simulation results show that DTN is a good solution to improve the network performance by reducing the traffic load in infrastructure networks and epidemic protocol is the most suitable routing protocol for realistic dense deployment scenarios

Upravljanje poslovnim projektima primjenom standarda ISO 10006

Modern business is based on project approach. This is especially present in organizational market where the main customers are public companies such as power operators, telecom operators, state institutions etc. The purpose of this paper is to show how to create a unique model of project management by combination of postulates of ISO 10006 standard and the scientific method. In the paper the following shall be focused on: customer relation management, project leadership, resource management, project organization, risk management and control mechanisms. For the realization of the model scientific method shall be used, which presupposes the application of scientific sources and research in the area of business economy.Moderno poslovanje temelji se na projektnom pristupu. To je naročito prisutno na organizacijskom tržištu gdje su glavni kupci javne kompanije kao što su Elektroprivreda, Telecom, državne institucije itd. Cilj ovoga rada je pokazati kako kombinacijom postulata standarda ISO 10006 i znanstvene metode kreirati jedinstven model koji omogućuje standardizaciju projektnog poslovanja kao i jasnu strategiju nastupa prema javnim kompanijama kao kupcima. U radu ćemo se fokusirati na: odnos prema kupcima, vrste vođenja na projektu (leadership), upravljanje resursima (resource management), organizacija projekta, komunikacija na projektu, upravljanje rizicima (risk management) i mehanizmima kontrole svega ovoga. Za realizaciju modela primijenit ćemo znanstvenu metodu koja podrazumijeva primjenu znanstvene literature i dosadašnjih znanstvenih istraživanja iz područja poslovne ekonomije

Routing in a many-to-one communication scenario in a realistic VDTN

In this paper, we evaluate and compare the performance of different routing protocols in a many-to-one communication within a Vehicular Delay Tolerant Network (VDTN). Seven groups with three stationary sensor nodes sense the temperature, humidity and wind speed and send these data to a stationary destination node that collect them for statistical and data analysis purposes. Vehicles moving in Tirana city roads in Albania during the opportunistic contacts will exchange the sensed data to destination node. The simulations are conducted with the Opportunistic Network Environment (ONE) simulator. For the simulations we considered two different scenarios where the distance of the source nodes from the destination is short and long. For both scenarios the effect of node density, ttl and node movement model is evaluated. The performance is analyzed using delivery probability, overhead ratio, average latency, average number of hops and average buffer time metrics. The simulation results show that the increase of node density increases the delivery probability for all protocols and both scenarios, and better results are achieved when shortest-path map-based movement model is used. The increase of ttl slightly affects the performance of all protocols. By increasing the distance between source nodes and destination node, delivery probability is decreased almost 10% for all protocols, the overhead for sprayandwait protocol does not change, but for other protocols is slightly increased and the average number of hops and average latency is increased.Peer ReviewedPostprint (author's final draft