Published in «Leadership and Management»2 / 2019
DOI: 10.18334/lim.6.2.40872

Improvement of sales management of the enterprise on the basis of controlling methodology

Pavlenkov Mikhail Nikolaevich, Lobachevsky State University of Nizhni Novgorod - National Research University (UNN), Russia

Reymov Rinat Zhamilevich, Lobachevsky State University of Nizhni Novgorod - National Research University (UNN), Russia

Совершенствование управления сбытом предприятия на основе методологии контроллинга - View in Russian

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Abstract:
The article considers the problems of improvement of the sales management of an industrial enterprise. It is determined that external and internal factors have a negative impact on sales activities. In the process of performing the functions of sales managers are faced with conflicting interests of managers of other departments. The use of controlling methodology provides effective cross-functional coordination of sales managers, which allows to increase the stability and competitiveness of the enterprise.

Keywords:

controlling, enterprise, management, planning, sales

JEL-Classification: M11, M21, M29

Citation:
Pavlenkov M.N., Reymov R.Zh. (2019). Improvement of sales management of the enterprise on the basis of controlling methodology [Sovershenstvovanie upravleniya sbytom predpriyatiya na osnove metodologii kontrollinga]. Leadership and Management, 6(2). (in Russian). – doi: 10.18334/lim.6.2.40872.


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