Abstract
The basis of every business success is sales, the basic task is to create a certain situation and environment in which sellers and buyers will be satisfied, every successful business is based on customer satisfaction. This paper deals with the issue of management in retail companies, i.e., the transition from small shops to large supermarkets that can meet all today’s needs. The aim of this paper is to explore how to achieve efficient business with the optimization of the range and optimize the use of space, and the purpose of the research is to present a set of activities that affect sales success, which include care of the range, positions within the point of sale, promotions, prices and more. The conclusions of the research speak about the connection between the observed variables that can be useful in making effective decisions. The paper tests the set hypothesis where H0- Management in retail companies can achieve faster and higher purchase of individual items by end consumers.
Highlights
Why is the customer important to the manufacturer? The producer is the one who does not have direct communication with the buyer as a trader, the trader is in constant verbal communication face to face with the consumer
The analysis of the management of the retail industry, the results of which are presented in this paper, is based on the data of the conducted survey
The feedback with which the retail company supplies the wholesale, and the wholesale to the producers, enables the retail itself to create opportunities to realize the concept of its plans based on the type and type of product it could offer to potential customers about a defined offer package
Summary
Why is the customer important to the manufacturer? The producer is the one who does not have direct communication with the buyer as a trader, the trader is in constant verbal communication face to face with the consumer. The goal of every seller is for the buyer to return to the place of purchase, in order for that to happen, it is necessary for him to be satisfied with the service of the sales staff of the given object. The entire product sales cycle is based on the persuasive abilities of the seller. The seller is the one who significantly influences the buyer through the communication elements so that the outcome would be a purchase. He mentally enters the customer’s head and tries to anticipate it and to change the final judgment about the purchase, he tries to realize all the customer’s problems and needs in order to use them to his advantage. The seller would sell the solution, not the product (Golijan, 2009)
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