BUSINESS INFORM №3-2016

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44

Section: Management and Marketing
UDC 658.8:339.1-051
Pilipchuk V. P., Dannikov O. V.
Marketing Analysis and Evaluation of the Efficiency of Sales (p. 291 - 296)
The study is aimed at: developing a scientifically sound methodical and practical recommendations for improving the sales management process from the perspective of marketing strategic planning. The authors propose unification as a tool for harmonization of target indicators in accordance with certain criteria in the process of sales management. It is referred to the introduction of a «standard» in the evaluation of development and performance of marketing channel that allows for optimizing the choice of marketing tools to solve similar managerial situations, taking into account specificity of the Ukrainian product market. The result is formalization of business processes, procedures, course for developing approaches to cost analysis of distribution system that will serve as a methodological basis for practical implementation of the strategic management of sales.
Keywords: strategic management, customer satisfaction, sales management, development strategies, marketing channel, distribution system, economic efficiency, operational activity
Fig.: 2. Tabl.: 1. Formulae: 3. Bibl.: 13.

Pilipchuk Vladimir P. – Candidate of Sciences (Economics), Professor, Deputy Head of the Department, Department of Marketing, Kyiv National Economic University named after Vadym Hetman (54/1 Beresteiskyi Ave., Kyiv, 03057, Ukraine)
Dannikov Oleg V. – Candidate of Sciences (Economics), Associate Professor, Candidate on Doctor Degree, Department of Marketing, Kyiv National Economic University named after Vadym Hetman (54/1 Beresteiskyi Ave., Kyiv, 03057, Ukraine)
Email: [email protected]

Article is written in Ukrainian
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Reference to this article:
Pilipchuk, Vladimir P., and Dannikov, Oleg V. (2016) “Marketing Analysis and Evaluation of the Efficiency of Sales.” Business Inform 3:291–296.

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