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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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Indemnity of a commercial agent and determination of its amount
Prusáková, Viktorie ; Flídr, Jan (advisor) ; Patěk, Daniel (referee)
Indemnity of a commercial agent and determination of its amount Abstract Agents play a crucial role for companies by facilitating business activities and building customer relationships. Commercial agency introduces several legal and economic questions, in particular remuneration of agents, both during the course of the agency and after its termination. Following the termination of a commercial agency agreement, the question often arises as to how to fairly determine the amount of indemnity to be paid to agents for their past work. The aim of this thesis is to provide a detailed description and explanation of the calculation method for the agent's indemnity and to translate theoretical knowledge gathered from legal theory and case law into practice. The thesis seeks to propose a calculation procedure for the agent's indemnity that is simple, efficient, and allows the parties involved in the agency agreement to avoid the common occurrence of legal disputes in this area. The first part of the thesis focuses on defining basic concepts associated with commercial agency and legal framework governing it. The second part follows, dedicated to the remuneration of the commercial agent. The third chapter then delves into special indemnity for an agent, including its definition, challenges, and legal regulations. The...
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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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Commercial Agency
SUS, Erik
This bachelor thesis is about the subject of commercial agency contracts in the Czech Republic. The objective of the thesis is mainly focused on the practical aspects of the current commercial agency contracts legislature by comparing the no longer valid "Commercial Code" with the contemporary wording of Sections 2483-2520 of the Act No. 89/2012 Coll., the Civil Code. The thesis contains two parts: theoretical and practical. The thesis, which is based on the Czech professional literature and case law, contains the basic information on the subject. The main body of the thesis interprets the information obtained through a structured interview with an expert, and a questionnaire. The gained results are displayed through charts and graphs. Finally, it evaluates whether or not the objectives have been reached.
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Business agency contract
Krupanská, Petra ; Patěk, Daniel (advisor) ; Liška, Petr (referee)
1 Abstract Business agency contract This diploma thesis deals with the business agency contract which is governed in sections 652 - 672a of the Commercial Code, Act. No. 513/1991 Coll. as amended. Parties are referred as the principal and the commercial agent here. Pursuant to this contract type the commercial agent, as an independent entrepreneur, binds himself to a long-term negotiation of the sale or the purchase of goods on behalf of the principal, or as a direct representative he is authorized to negotiate and conclude such transactions on behalf of and in the name of principal - such a form of business representation requires a procuration. The provisions governing the business agency contract has been harmonized with Council Directive No. 86/653/EEC of 18 December 1986 on the coordination of the laws of the Member States relating to self-employed commercial agents by the Act No. 370/2000 Coll. This work deals with the legal analysis of the business agency contract legislation, its hallmarks, origin of commercial representation, commercial agent negotiation problems, rights and obligations of both parties, commission rules, origin of the right to the commission and its amount and maturity, difference between exclusive and nonexclusive commercial representation, the duration of the contractual...
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