Sales management, its functions and object orientation
Journal Title: Visnyk Ternopilskoho natsionalnoho ekonomichnoho universytetu - Year 2016, Vol 2, Issue
Abstract
The essence of sales management and various options for treatment are observed. The author determined the nature of sales management. There are emphasized the differences between the concepts of “sale” and “sale”. The attention is paid to the disclosure of the problems with which sales management is facing. The article deals with sales management’s functions, which include sales, its forecasting and planning, promotion of sales representatives, operational accounting and operative regulation of the sale and control their content and disclosed in the context of sales features. The author has offered characteristics of different types of object orientation for the sale, including the buyer, product, competitor humiliation, refutation of denial, fear business customers, marked their advantages and disadvantages. A special emphasis is done on the orientation which is based on consumer requests and there are specified principles of successful application. It is emphasized that costs are increasing in a centralized purchasing of goods, which is associated with the activities of trade employees. It is noted that the way out of this situation is the concentration of producers on a limited number of customers. It is proved that this approach requires the construction of an appropriate system of project management — managing relationships with key clients. There are identified advantages of management relationships with key customers for the seller and the buyer^. The focus is made on the fact that a seller has a possibility of dividing with the buyer expenditures on research and development, reducing the cost of sales, stable and high sales and others. There are noted benefits of management of relationships with key customers and for customers: there is guaranteed purchase of goods of required quality; there is no need for constant search for potential suppliers; the issue of changing the contract, which is determined by the objective reasons, is quickly and efficiently resolved.
Authors and Affiliations
Dmitro Shtefanych, Olga Dyachun
Keywords
Related Articles
- EP ID EP182616
- DOI -
- Views 103
- Downloads 0
The unique characteristics of the operating environment of oil and gas enterprises and their influence on accounting of non-current tangible assets
The article examines the unique characteristics of the operating environment of oil and gas enterprises, which affect accounting of non-current tangible assets and include the following: dependence on natural factors, he...
Accounting as an information base for the social policy implementation in the company’s management
The article considers the economic essence of the concepts of social accounting, socially- oriented accounting, and social activity. It is found that carrying out social activities requires incurring social costs, which...
Economic interests of Ukraine’s Black Sea region under new conditions (within the context of European integration)
The paper discusses methodological and practical issues of development and promotion of economic and other interests concerning interregional and transboundary cooperation of Ukrainian regions within the context of Europ...
Capital investments as a driver of technological restructuring in the production sector of Ukraine and its regions in the post-industrial era
The article justifies the necessity of technological restructuring in the production sector of Ukraine and its regions in the post-industrial era. Also, it explains the importance of capital investments for a rapid devel...
Foreign trade aspects of safe functioning of Ukraine’s chemical industry
The research outlines common trends of development and export potential of Ukraine’s chemical industry. It is concluded that the main exports of Ukraine’s chemical industry are inorganic chemical products and fertilizers...