BUSINESS INFORM №11-2018

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Section: Economics of Enterprise
UDC 658.84
Osokina A. V., Snahovska Y. S.
The Modern Approaches to Building the Sales Channels of Business Organization (p. 310 - 314)
The article is aimed at researching modern approaches to building the sales channels, defining the main problems in the process of their management. The sales processes of enterprises, ways of transfer of production from the producer to the final consumer are considered. The current models of building the sales channels together with the ways of attracting and retaining the customer base of each distribution channel are analyzed. The features, main advantages and disadvantages of sales channels are considered. Examples of selection and use of sales channels are provided. The differences of management of the enterprise’s sales system depending on the chosen channel are determined. The relevance of transition from one distribution channel to another depending on the available market conditions is substantiated. Prospect for further research in this direction is to consider the possibility of using several distribution channels in the management for a large number of domestic enterprises. Further development of the enterprise’s marketing system may lead to the necessity to change the selected distribution channel.
Keywords: sales channel, sales system, direct channel, indirect channel, intermediary, sales scheme.
Fig.: 5. Bibl.: 10.

Osokina Alla V. – Candidate of Sciences (Economics), Associate Professor, Department of Management, Kyiv National Economic University named after Vadym Hetman (54/1 Beresteiskyi Ave., Kyiv, 03057, Ukraine)
Email: [email protected]
Snahovska Yevheniia S. – Master, Department of Management, 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:
Osokina, Alla V., and Snahovska, Yevheniia S. (2018) “The Modern Approaches to Building the Sales Channels of Business Organization.” Business Inform 11:310–314.

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