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.

Novi podsticaji agroindustrijskom sektoru i njihovi doprinosi uravnoteženom razvoju

U ovom radu pokušaćemo da dijagnostikujemo stanje agroprivrede (agroindustrije), koje je neminovno uslovljeno određenim istorijskim izborima, kao i misijom pristupanja Republike Srbije Evropskoj Uniji. Imajući u vidu ozbiljne društvene i ekonomske promene sa kojima je zemlja suočena u poslednjih par decenija, dolazi se do urgentne potrebe za stvaranjem adekvatnih rešenja za što efikasnije funkcionisanje svih učesnika na tržištu. Uvažavajući pravce transformacije poljoprivrede inicirane tranzicijom zemalja CIE, ukazaćemo na zemlje koje su primenile dobre prakse, koje bi mogle biti implementirane i kod nas u cilju uravnoteženog i održivog razvoja. Posebnu pažnju u radu usmerićemo na potencijale porodičnih gazdinstava u Srbiji i mogućnostmai njihovog udruživanja u zadruge, proizvodnju organski gajene hrane, uz dodatne sadržaje kulturnoturističkog, eko-turističkog i edukativnog karaktera, koje bi uticale na (lokalni i regionalni) razvoj i migraciju prema ruralnim područjima

Vrednotenje lastniškega kapitala slovenskih javnih delniških družb na podlagi diskontiranih denarnih tokov, primerjava 2006-2011

V prispevku obravnavamo vrednosti slovenskih javnih delniških družb na podlagi diskontiranih prostih denarnih tokov. Namen raziskave je oceniti vrednosti lastniškega kapitala slovenskih javnih delniških družb, pred finančno-ekonomska krizo in v času krize, na podlagi diskontiranih prostih denarnih tokov, ki pripadajo lastniškemu kapitalu, ter jih primerjati s tržnimi vrednostmi lastniškega kapitala javnih delniških družb. Temeljno vrednost lastniškega kapitala izbranih podjetij (25) smo izracunali z dvostopenjskim modelom. Z metodo parnega t-testa nismo potrdili hipoteze, da so temeljne vrednosti slovenskih javnih delniških družb bližje tržni vrednosti sedaj, v casu finančno-ekonomske krize (2011), kot pred njo (2006). Ugotovili pa smo, da je tržna vrednost lastniškega kapitala podjetij v primerjavi s temeljno vrednostjo lastniškega kapitala podjetij manjša v letu 2011 kot v letu 2006. Temeljna vrednost podjetja je pomembna tako za management podjetij kot za zunanje deležnike. Velika odstopanja tržnihin temeljnih vrednosti so podlaga za velike popravke vrednosti, kar znižuje zaupanje v trg kapitala. To negativno vpliva na delovanje finančnih institucij, investiranje posameznikov in podjetij. Obstajajo različni modeli izračunov temeljne vrednosti. Uporabljeni model v raziskavi kaže problematiko vrednotenja podjetij na majhnih in razvijajočih kapitalskih trgih s kratko zgodovino podatkov.The purpose of the paper is to assess the equity value of Slovenian publicly traded companies, before and after financial-economic crises, on the basis of discounted free cash ows to equity and to compare it with market equity values of companies. The fundamental equity value of the selected companies (25) is calculated by a two-stage model. The method of paired-samples t-tests did not confirm the hypothesis that the fundamental value of Slovenian publicly traded companies better reects market values currently in financial and economic crisis (2011) as before (2006). However we found out that the market equity value of companies in relation to the fundamental equity value of companies is lower in 2011 than in 2006. Fundamental value of company is important for both management, as well as external stakeholders. The wide variation in market and fundamental values are the basis for high value adjustments, which reduces condence in the capital market. This has a negative impact on the operation of nancial institutions, individual and companies investment. There are various models of the basic calculations used in the model evaluation. This study shows the problem of company valuation on small and emerging capital markets with a short history of data

Management Of Building Projects

In this work we have shown the concept of logistic support in management in building production and in building of objects, which is realised in Enterprise resource Planning – ERP system ERPINSG, developed in Informatic firm Informatic engineering – ININ in Slavonski Brod, and in cooperation with scientists of catedra for informatics of Faculty of Mechanical Engineering and users from building firms.manufacturing logistic, management, ERP systems, ERPINSG