Zvýšení angažovanosti obchodních zástupců B2B FMCG společnosti

The diploma thesis examines the issue of work engagement among sales representatives working in the field in a B2B FMCG environment. The main objective of the thesis is to propose specific measures to increase their engagement, beginning with a detailed analysis of the current state of respondents’ perceptions of engagement, followed by the identification of key barriers. The first part of the thesis presents theoretical approaches related to the issue of engagement and the specifics of field work. The second part of the thesis first describes the research sample, which was subjected to qualitative research using semi-structured interviews. The practical part first summarizes the results arising from the research and defines the current barriers to engagement from the perspective of sales representatives. Consequently, specific recommended measures are proposed to eliminate these barriers.