{"id":72954,"date":"2020-03-25T11:36:21","date_gmt":"2020-03-25T10:36:21","guid":{"rendered":"https:\/\/www.1tool.com\/blog\/prodajni-proces-v-sistemu-crm\/"},"modified":"2026-04-30T16:40:02","modified_gmt":"2026-04-30T14:40:02","slug":"prodajni-proces-v-sistemu-crm","status":"publish","type":"post","link":"https:\/\/www.1tool.com\/sl\/blog\/prodajni-proces-v-sistemu-crm\/","title":{"rendered":"Prodajni proces v sistemu CRM"},"content":{"rendered":"\n

Optimizirajte svoj prodajni proces s programsko opremo CRM<\/h2>\n\n

\u010ce \u017eelite potencialno stranko spremeniti v kupca, je priporo\u010dljivo strukturirati<\/strong> in sistemati\u010dno pristopiti k<\/strong> prodajnemu procesu. Optimalen prodajni proces je sestavljen iz usklajenega zaporedja procesnih korakov ali faz, ima jasno strategijo in se mora v posameznih fazah procesa prilagajati tudi osrednji ideji va\u0161ih strank. <\/p>\n\n

Kako lahko programska oprema CRM pomaga optimizirati prodajne procese<\/strong><\/h3>\n\n

Kar zadeva usmerjenost in nadzor procesov, lahko sistemi CRM pomagajo bolje strukturirati in na\u010drtovati prodajne procese ter podpirajo podjetja, ki so usmerjena v stranke, pri njihovih prodajnih procesih. <\/p>\n\n

Sistemi<\/strong> CMR<\/strong>(Customer Relationship Management – upravljanje odnosov s strankami<\/strong>) so z nami \u017ee nekaj \u010dasa, vendar je \u0161e vedno veliko podjetij, ki \u0161e niso uvedla sistemov CRM. Sistemi CRM omogo\u010dajo celovit pregled nad strankami, njihovimi podatki, preferencami, nakupi, pogodbami itd. Omogo\u010dajo hitro in enostavno iskanje podatkov, shranjenih v sistemu. Do teh podatkov lahko kadar koli dostopajo vsi zaposleni, ki imajo dostop do sistema CRM. To zagotavlja nemotene procese in delovne tokove. Podjetja lahko s sistemi CRM izbolj\u0161ajo in poenostavijo pregled nad fazami in procesi. Skoraj ni podjetij, za katera tak sistem ne bi bil koristen. Kljub temu je treba povedati, da uvedba tak\u0161nega sistema v podjetje pomeni nekatere notranje spremembe in prilagoditve, zato je edina ovira pripravljenost podjetja in njegovih zaposlenih, da se prilagodijo novo uvedenemu sistemu in ga pomagajo oblikovati. Po dolo\u010denem \u010dasu bo tudi najbolj skepti\u010den prodajni delavec spoznal, da delo s sistemom CRM prina\u0161a hitrej\u0161e in bolj sistemati\u010dne delovne procese ter doseganje ciljev. <\/p>\n\n

Faze prodajnega procesa<\/strong><\/h3>\n\n

Prodajni proces je treba razdeliti na posamezne faze <\/strong>, tako da so prodajni procesi standardizirani in jih je mogo\u010de dokumentirati ter pregledovati v razli\u010dnih oddelkih s pomo\u010djo programske opreme CRM. <\/p>\n\n

Prodajni proces je obi\u010dajno videti takole:<\/strong><\/p>\n\n

Ko ste identificirali<\/strong> potencialne stranke<\/strong> (imenovane tudi “potencialni kupci<\/strong> “), vzpostavite prvi stik<\/strong> z njimi. Ugotovite, kak\u0161ne povratne informacije ste prejeli od posameznega vodilnega kupca in kako je bil z njim vzpostavljen stik. S potencialno stranko se \u010dim prej dogovorite za sestanek, na katerem boste lahko podrobno predstavili<\/g> svoj izdelek ali storitev. \u010ce je ocena stranke pozitivna<\/g>, je \u010das, da ji po\u0161ljete ponudbo<\/g>. Pri tem je pomembno, da se odzovete hitro in stranke ne pustite v negotovosti, da se ne obrne na druge ponudnike. Dolo\u010dite, kdaj \u017eelite nadaljevati<\/g> stik s stranko, in jo vljudno in ne preve\u010d vsiljivo opomnite, da \u0161e vedno \u010dakate na njeno odlo\u010ditev. \u010ce ima stranka ugovore ali predloge za spremembo storitve ali cene, bodo sledila pogajanja,<\/g> v katerih je cilj prepri\u010dati stranko o prednostih in koristih izdelka ali storitve. Cena je pogosto edini predmet pogajanj, stranka pa mora dobiti ob\u010dutek, da ste ponudbo pripravljeni prilagoditi njenim \u017eeljam. \u010ce je bila faza pogajanj uspe\u0161na in je stranka sprejela va\u0161o ponudbo, sledi faza priprave pogodbe<\/g> in po\u0161iljanje pogodbe<\/g>. V tej fazi lahko stranko spremljate tudi z dodatnim elektronskim sporo\u010dilom<\/g>, s katerim preverite, ali je pogodbo \u017ee podpisala. Ko od stranke prejmete<\/g> podpisano pogodbo, je prodajni postopek kon\u010dan. <\/p>\n\n

In \u010de se prodaja ne izide?<\/strong><\/h3>\n\n

\u010ce pogajanja niso bila uspe\u0161na<\/strong> in pogodba ni bila sklenjena, ne obupajte takoj! Poskusite znova \u010dez nekaj tednov in se \u0161e bolje pripravite na morebitni nadaljnji sestanek<\/strong>, po\u0161ljite stranki informativno gradivo ali informacije o prihajajo\u010dih promocijah in podobno in morda bo v drugem poskusu uspelo. Zapi\u0161ite si pomembne informacije o prvem sestanku in si pogovor zabele\u017eite. Kak\u0161na vpra\u0161anja je imela stranka? Zakaj so se pojavili dvomi? Zakaj pogodba ni bila sklenjena \u017ee prvi\u010d? Informacije so lahko koristne, ko boste naslednji\u010d posku\u0161ali prepri\u010dati stranko. <\/p>\n\n

Opredelitev najpomembnej\u0161ih korakov prodajnega procesa<\/strong><\/h3>\n\n

Vredno si je vzeti \u010das in zabele\u017eiti posamezne korake, ki jih stranke va\u0161ega podjetja opravijo od prvega stika do sklenitve posla z va\u0161im prodajnim osebjem. <\/p>\n\n

Pisno opredelite najpomembnej\u0161e korake, ki so bistveni za poslovno transakcijo, npr. predstavitev in ocena izdelka, svetovanje<\/strong> stranki in njena ocena<\/strong>, odlo\u010ditev stranke za<\/strong> izdelek ali storitev, po\u0161iljanje pogodbe<\/strong> stranki in kon\u010dno po\u0161iljanje podpisane pogodbe stranki<\/strong>.<\/p>\n\n

S programsko opremo CRM lahko na podlagi korakov ali faz ustvarite poenostavljen prodajni proces, ki bele\u017ei le najpomembnej\u0161e korake in shranjuje njihove podatke, tako da so prodajnemu osebju vedno na voljo in mu pomagajo upravljati prodajni proces ter se osredoto\u010diti na stranko. Utrujajo\u010de korake, kot so nadaljnja e-po\u0161tna sporo\u010dila ali sporo\u010dila za spremljanje, programska oprema CRM avtomatizira<\/g>. <\/p>\n\n

Vendar je treba vnaprej dolo\u010dene faze procesa prilagoditi va\u0161emu podjetju, da bodo ustrezale prodajnemu procesu v va\u0161em podjetju.<\/p>\n\n

Te faze morajo temeljiti na dejstvih, biti preverljive<\/strong> in usmerjene k stranki<\/strong>. Navsezadnje je odlo\u010ditev o tem, ali bo posel sklenjen ali ne, na koncu odvisna od stranke. Programska oprema CRM pa vam lahko pomaga, da stranko in njene interese postavite v sredi\u0161\u010de prodajnega procesa ter upravljanje in ukrepe prodajnega procesa prilagodite vsaki posamezni stranki. <\/p>\n\n

Kako vam 1Tool pomaga pri prodajnem procesu<\/strong><\/h3>\n\n

Programska oprema CRM 1Tool<\/strong> vas podpira v vseh fazah prodaje. Nadzorna plo\u0161\u010da omogo\u010da pregled prodajnih faz od prvega stika s strankami, tako imenovanih potencialnih strank. S funkcijo povleci in spusti lahko vodilne stranke po fazah enostavno premikate v ponudbe, pogajanja in \u010dakalne polo\u017eaje. Enostavno lahko ustvarite prodajne prilo\u017enosti, jih dodelite odgovorni osebi in dolo\u010dite naloge. Od te funkcije imajo koristi tudi zaposleni na terenu, saj 1Tool uporablja podatke, vnesene iz prodajne zbirke podatkov, za ustvarjanje celovitih profilov stikov, ki so va\u0161im zaposlenim na voljo s pritiskom na gumb kadar koli in kjer koli, kar zagotavlja prilagojeno obravnavo strank. <\/p>\n\n

\"\"<\/figure>\n\n

1Tool ni le programska oprema za na\u010drtovanje prodaje in upravljanje prodaje CRM, temve\u010d z avtomatiziranimi analizami<\/strong> in statistikami<\/strong> zagotavlja tudi u\u010dinkovit nadzor prodaje<\/strong>. Napovedi in poro\u010dila<\/strong> podpirajo pregledne procese odlo\u010danja ter vam pomagajo spremljati in nadzorovati va\u0161o uspe\u0161nost. Klju\u010dne prodajne podatke, kot so promet po zaposlenih, izdelkih<\/g> ali strankah<\/g>, lahko preprosto dolo\u010dite v programski opremi za nadzor prodaje in jih primerjate z na\u010drtovanimi rezultati. Pomembne klju\u010dne podatke, roke in prihajajo\u010de prodajne dejavnosti lahko preprosto prika\u017eete tudi na osebni nadzorni plo\u0161\u010di. <\/p>\n","protected":false},"excerpt":{"rendered":"

Optimizirajte svoj prodajni proces s programsko opremo CRM \u010ce \u017eelite potencialno stranko spremeniti v kupca, je priporo\u010dljivo strukturirati in sistemati\u010dno pristopiti k prodajnemu procesu. Optimalen prodajni proces je sestavljen iz usklajenega zaporedja procesnih korakov ali faz, ima jasno strategijo in se mora v posameznih fazah procesa prilagajati tudi osrednji ideji va\u0161ih strank. Kako lahko programska […]<\/p>\n","protected":false},"author":1,"featured_media":72956,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"footnotes":""},"categories":[4245],"tags":[],"class_list":["post-72954","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-crm"],"acf":[],"yoast_head":"\nProdajni proces v sistemu CRM - 1Tool<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.1tool.com\/sl\/blog\/prodajni-proces-v-sistemu-crm\/\" \/>\n<meta property=\"og:locale\" content=\"sl_SI\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Prodajni proces v sistemu CRM - 1Tool\" \/>\n<meta property=\"og:description\" content=\"Optimizirajte svoj prodajni proces s programsko opremo CRM \u010ce \u017eelite potencialno stranko spremeniti v kupca, je priporo\u010dljivo strukturirati in sistemati\u010dno pristopiti k prodajnemu procesu. Optimalen prodajni proces je sestavljen iz usklajenega zaporedja procesnih korakov ali faz, ima jasno strategijo in se mora v posameznih fazah procesa prilagajati tudi osrednji ideji va\u0161ih strank. 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Optimalen prodajni proces je sestavljen iz usklajenega zaporedja procesnih korakov ali faz, ima jasno strategijo in se mora v posameznih fazah procesa prilagajati tudi osrednji ideji va\u0161ih strank. 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