BUSINESS INFORM №12-2012

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Section: Management and Marketing
UDC 339.162.4
Kulinich O. A., Nikitina Y. V.
Theoretical and Methodological Aspect of Formation of an Effective Control System of Sales (p. 321 - 326)
The main functions and classification signs of classical tools of matrix type in the presence of any organizational structure of management are analysed. Formation of a complex of administrative, organizational and technological functions of the trading company, distributions of the goods underlying to marketing strategy is opened. Solutions of the problems connected with typical mistakes of heads are offered. Main types of modern tools of implementation of effective management of sales – the scheme of the automated information support of processes of sales, classification of base of clients by absolute criteria, algorithm of actions for increase of sales volumes are defined.
Keywords: management of sales, reservation, the marketing, the automated scheme of support, business management processes, Customer Relationship Management System, the ABC analysis, increase of efficiency of sales
Tabl.: 2. Bibl.: 3.

Kulinich Oksana A. – Candidate of Sciences (Economics), Associate Professor, Associate Professor, Department of Economics and Business, State Biotechnological University (44 Alchevskykh Str., Kharkiv, 61002, Ukraine)
Email: [email protected]
Nikitina Yelena V. – Assistant, Department of Economic Theory, Kharkiv State University of Food Technology and Trade (333 Klochkіvska Str., Kharkіv, 61051, Ukraine)

Article is written in Ukrainian
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Reference to this article:
Kulinich, Oksana A., and Nikitina, Yelena V. (2012) “Theoretical and Methodological Aspect of Formation of an Effective Control System of Sales.” Business Inform 12:321–326.

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