CUPRINS




INTRODUCERE……………………………………………..............................................…4

CAPITOLUL 1: CONDUCEREA FORTEI DE VANZARI………………...............….......6
1.1 FORTA DE VANZARE………………………………...............................................….6
1.1.1 Forta de vanzare:definitie,obiective,avantaje........................................................6
1.1.2 Procesul de conducere in vanzari: surse............................................................12
1.2 INDRUMAREA ECHIPEI DE VaNZaRI......................................................................16
1.2.1 Echipa de vanzari:definitie;formare....................................................................16
1.2.2 Conducerea echipei de vanzari:managerul de vanzari’-descriere,functii...17
1.2.3 Stiluri de conducere...............................................................................................19

CAPITOLUL 2: STUDIU DE CAZ.......................................................................................22
2.1 PREZENTAREA FIRMEI...............................................................................................22
2.1.1 Istoricul firmei………………………………….........................................……..22
2.1.2 Petrom - date generale…………………………….....................................….29
2.1.3 Viziune, misiune obiective ale firmei……………....................................…...30
2.2 MODUL DE ORGANIZARE AL FIRMEI……................................................………..31
2.2.1 Organigrama Petrom.........................................................................................31
2.2.2 Organigrama OMV..............................................................................................31
2.2.3 Structura actionariat...........................................................................................32
2.2.4 Directorat……………………………………………..........................................32
2.2.5 Consiliul de supraveghere………………………..................................…….33
2.3 DESFASURARE STUDIU DE CAZ………………..........................................……..34
2.3.1 Strategie, principii strategice,valorile companiei……..................................34
2.3.2 Activitatea de marketing Si activitatea internationala a companiei Petrom..35
2.3.3 Date economice, rezultate T1/2011,dividende……....................................……36
2.3.4 Analiza SWOT a companiei Petrom…………………..........................................37



CONCLUZII……………………………………………….................................................……41

BIBLIOGRAFIE………………………………………...................................................……….44

ANEXE…………………………………………………….................................................…….45