Povzetek

V članku so povzeti raziskovalni okvir in ključni izsledki magistrske naloge s tematiko o vplivu motivacije na prodajno uspešnost zaposlenih. Pri tem so izpostavljeni organizacijska klima in v njenem okviru nagrajevanje, izobraževanje in usposabljanje ter varnost zaposlitve kot glavni motivatorji za uspešno opravljanje dela zaposlenih v prodaji. Glede na teoretična izhodišča je bila ta predpostavka v celoti potrjena, v praksi, ki je bila izvedena v prodajnem sektorju družbe Si.mobil, pa so rezultati pokazali nekoliko drugačno sliko.

Ključne besede: motivacija, prodaja, organizacijska klima

Motivation as a Factor in Sales Success

Abstract

The article summarizes the research framework and the key findings of the master’s thesis related to the sales success of the employees, highlighting the organizational climate and, within its framework, remuneration, education, training and safety of employment, as the main motivators for successful sales work. Theoretically, this assumption was confirmed, in practice, however, the results from the sales sector of the Si.mobil company, were somewhat different.

Keywords: motivation, sales, organizational climate