IMPROVEMENT OF ORGANIZATION AND PLANNING PRODUCTS SALES IN THE SMALL-SERIAL AND INDIVIDUAL MACHINE BUILDING ENTERPRISE
S.I. Kazachenko, Ya.S. Fyodorova
Branch of T.F. Gorbachev Kuzbass State Technical University in the city of Prokopyevsk, Prokopyevsk, Russian Federation
Keywords: product sales, sales management, sales organization, sales planning, single production type, individual machine building
Abstract
Small-serial and individual machine building enterprises, due to their specific features, often experience difficulties in implementing classical principles and the methods of management described in economic science, including the field of product sales management. Meanwhile, planning and organizing products sales are key functions of sales management to achieve primary goals of business. The article presents a methodology for the improvement of planning and organization of product sales through a detailed analysis of its indicators, according to data of the operating machine building enterprise.
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