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A Proposal to Increase the Effectiveness of Sales Representatives
Miškeříková, Martina ; MBA, Jan Miškeřík, (referee) ; Pokorný, Jiří (advisor)
The thesis deals with insufficiencies in the management and motivation of sales representatives. Based on an analysis of the present situation, it proposes measures to improve the performance and effectiveness of their work. The theoretical part contains findings from the field of managerial functions and motivation. The practical part analyses the present situation and, based on suggestions and recommendations, proposes changes that are important to ensure fulfilling the plan of a regional branch.
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Mobile CRM Application for Sales Representatives
Nevřela, Marek ; Hrubý, Martin (referee) ; Kočí, Radek (advisor)
Bachelor's thesis describes development of mobile CRM application for sales representatives. The aim is creating an appilication that helps with scheduling of events and online access to the database. The database contains information about customers. The thesis describes basic principles of CRM, which were used during development. Application is developed for mobile phones with operating system Android, which is briefly introduced in the thesis. The thesis consists of an analysis of similar, existing applications and analysis of requests from potential users. The next section portrays the design and implementation process of the parts. At the end, the thesis depicts testing from several different points of view and describes the feedback from users.
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Management and marketing communication in civil engineering
Klein, Čeněk ; Hort, Martin (referee) ; Linkeschová, Dana (advisor)
This bachelor thesis is concerned with managerial and marketing communication in civil engineering. The aim of this thesis is to investigate current marketing communication in the construction market, and managerial communication inside construction companies. The theoretical part is concerned with defining basic concepts and theories connected with the subject of this bachelor thesis. The empirical part deals with the questionnaire survey and controlled interviews. The practical part serves as a basis for verifying set hypotheses. The thesis is concluded by evaluating the empirical part, and proposing recommendations for the construction companies.
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B2B selling - evolution of the role of the sales representatives
ŠTĚDRONSKÝ, Zdeněk
The aim of the thesis is to identify the specifics and development of the role of the sales representative in the selected company and to propose measures in the context of the market situation. The basis of the role of the sales representative does not change, but the market and its requirements do. The thesis summarizes sales concepts and their use, the opinions of experts on the discussed topic and explains the basic concepts in sales in B2B markets and its specifics. The research is based on the opinions of experts in sales in the electrical installation market from the company Schneider Electric CZ, s.r.o., which are obtained through a questionnaire survey. The obtained data are subsequently interpreted and statistically verified using chi-square and t-test methods, which led to the acceptance of all the stated hypotheses at the level of statistical significance of 0.05. The results of the research are discussed, where emphasis is placed on the comparison of the research results and the claims of experts in the field, or authors from the review of the issue addressed. The discussion concludes with suggestions for action, which take the form of communication strategy development, regular customer contact, technology integration, employee training and regular market research.
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Sales Representatives as a Competitive Advantage in the Construction Materials Market
TRČOVÁ, Sabina
The aim of the bachelor thesis is to evaluate and prove impact of sales representatives on success and competitiveness in selected company Stavebniny DEK Ltd. which is the major dealer of construction materials in the Czech Republic. The work is based on analysis of daily activities of sales representatives, their job description, influence on sale and company's approach to recruitment and valuation of sales representatives. It also describes division of specialization of sales representatives and integration into marketing activities in compare with competition.
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Analysis of the Sales representative's effectiveness
Vodrážka, Kryštof ; Mejdrech, Vlastimil (advisor) ; Huňak, James (referee)
Presented master thesis deals with the issues of analysis of the Sales representative's effectiveness in conjunction with the effectiveness of regions severance, methods of evaluation and remuneration. The thesis will also outline company's usage of CRM software from the perspective of Sales representative and Sales Analyst. Theoretical part contains findings from CRM, profession of Sales representatives and methods of evaluation and remuneration. These finding will be exemplified on international pharmaceutical company. The aims of this thesis are suggestions and recommendations which are targeted to increase effectiveness of the Sales representatives and CRM software.
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Mobile CRM Application for Sales Representatives
Nevřela, Marek ; Hrubý, Martin (referee) ; Kočí, Radek (advisor)
Bachelor's thesis describes development of mobile CRM application for sales representatives. The aim is creating an appilication that helps with scheduling of events and online access to the database. The database contains information about customers. The thesis describes basic principles of CRM, which were used during development. Application is developed for mobile phones with operating system Android, which is briefly introduced in the thesis. The thesis consists of an analysis of similar, existing applications and analysis of requests from potential users. The next section portrays the design and implementation process of the parts. At the end, the thesis depicts testing from several different points of view and describes the feedback from users.
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Management and marketing communication in civil engineering
Klein, Čeněk ; Hort, Martin (referee) ; Linkeschová, Dana (advisor)
This bachelor thesis is concerned with managerial and marketing communication in civil engineering. The aim of this thesis is to investigate current marketing communication in the construction market, and managerial communication inside construction companies. The theoretical part is concerned with defining basic concepts and theories connected with the subject of this bachelor thesis. The empirical part deals with the questionnaire survey and controlled interviews. The practical part serves as a basis for verifying set hypotheses. The thesis is concluded by evaluating the empirical part, and proposing recommendations for the construction companies.
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Business developer - current status and perspective
NĚMCOVÁ KOVÁČOVÁ, Zdeňka
The thesis deals with the evaluation of the impact of the performance of three groups of business representatives in Coca-Cola HBC Czech Republic, Ltd. on corporate revenues, sales volumes. Compares the cost of three groups of dealers. Based on the outputs multi criteria analysis of the impact of the performance of groups of business representatives on criteria of internal solution is proposed the use of sales representatives in the future in order to increase the company's bottom.
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