Date of Award

Spring 3-2011

Document Type

Thesis

Degree Name

Bachelor Degree

Department

Management, Business and Economics

First Advisor

Edmond Hajrizi

Language

English

Abstract

This study is done in field of sales, and the purpose of the research was to understand what kind of steps this company uses to come till the sale of the product. Also I will explain the relationship between theory and practice, does this company follow the steps of selling what is written in theory, or this company has its own steps that follow to sell its products.

This study uses a deductive approach, using quantitative and qualitative data. First of all I developed two questionnaires, in order to analyze in details my study. One questionnaire was developed for the company, and one for the certain amount of people who live in Kosova. All interviewed people had already the product.

Based on the findings I realize for the product called Rainbow, some of the dimensions that I mentioned in questionnaire, like quality, satisfaction, after purchase service (customer service), product service is easy to use. In all these dimensions customers were satisfied with the product, and can create a great equity. But also were some other dimensions like: price of the product, product was worth the purchase price, the customers were skeptic, because they thing that product for the standard of Kosova is very expensive, and not all the potential customers can purchase the product.

DOI

10.33107/ubt-etd.2011.2000

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Business Commons

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