Strategic quality management on business to business market in Bosnia and Herzegovina

• Authors: Zijada Rahimić , Kenan Uštović
• Languages of publication: EN

Abstracts

EN

Product and service quality has increasingly seen as a crucial factor of competitiveness, not only for individual companies, but for entire industries too. Using specific resources and capabilities companies can take a chance to delight their customers. This paper presents new sales model developed by authors, which includes all necessary steps related to sales process. Customer-Oriented Sales (COS) Model considers opportunity that company differentiates itself and become market leader. This paper includes research about companies engaged in B2B sale in Bosnia and Herzegovina and their willingness to use quality as differentiation tool. As a method of research we used data collection questionnaire. It is important to notice that the quality is not the purpose of itself. Investments in quality without recognition of customer needs can also be ineffective. Taking into account all anticipated results, we will make a conclusion about possibilities that companies’ incorporate COS Model in their business system

Keywords

EN

B2B sales; competitiveness; Customer-Oriented Sales (COS) Model differentiation; quality

Discipline

• ECONOMICS: ECONOMICS

• Publisher: Prague Development Center, Czech Republic
• Journal: Business and Economic Horizons
• Year: 2011
• Volume: 6
• Issue: 3
• Pages: 1-17

Contributors

author

Zijada Rahimić

author

Kenan Uštović

• Business and Economic Horizons, redakce, Prague Development Center s.r.o., Bořivojova 1081 / 40, 130 00, Prague 3 - Žižkov, Czech Republic