ESTABLISHING THE QUALITY SYSTEM FRAMEWORK AS A PREREQUISITE OF BUILDING VALUE CREATION SELLING SYSTEM (VCS)

It's well known that on the market can survive only companies that possess specific resources and organizational capabilities, while the companies' size is less important. Thanks to their specific resources and capabilities, companies are able to offer better products for their customers, and differentiate themselves from the competition. Customer satisfaction and loyalty are reliable indicators for top managers about their products quality. Today the quality of products become the most important factor of competitiveness, and presents a good base for building VCS system. The main goal of this research is to explore companies' awareness level about the quality as a key element in process of building competitive advantages based on sales policy differentiation. The research includes companies engaged in B2B sales. Research results should demonstrate differences in companies quality perception related to their products. Based on these differences, we make a conclusion about companies 'ability to build VCS system. [PUBLICATION ABSTRACT]