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Information × Registration Number 0224U032182, 0121U114362 , R & D reports Title Improving sales management systems of goods, products, works and services of business entities popup.stage_title Head Buzhymska Kateryna O., Кандидат економічних наук Registration Date 07-08-2024 Organization Zhytomyr Polytechnic State University popup.description2  The system of widespread methods of sales management, which are most often used in practical activities, is summarized, among which the following are highlighted: regular meetings with the sales department; organization of professional development events; using special programs and/or reports to enter detailed information about customers; clear regulation of all processes related to the sale of the product; analysis of the work of each manager; collection of operational analytics data on the organization's income; planning the work of the sales department; market monitoring; distribution of functionality between employees of the sales department; establishment of minimum critical control standards for each important process; creating a close relationship between the performance of planned tasks and the motivation system; detailed analysis of the work of managers at each stage of the sales process; forecasting results based on the sales funnel, etc. It is proposed to create a comprehensive analytical model that would describe the entire process of sales management with interrelated elements and stages, as well as reflect the influence of the context in which the company operates. It was established that the technology of evaluating the sales system of a particular company consists of 7 levels and can be represented in the form of an inverted pyramid: level 1 "value creation chain"; level 2 "market penetration"; level 3 "strategic management of work with key clients"; level 4 "collection and analysis of information"; level 5 "planning of sales activities"; level 6 "situational choice and sales technique"; level 7 - "planning skills". It is well-founded that the essence of the application of the method is to change the way of thinking of leaders and managers. Product Description popup.authors Buzhymska Kateryna O. Martynenko Oleksandra M. popup.nrat_date 2024-08-07 Close