Теоретична сутність поняття управління продажами

Abstract

Розглянуто теоретичні аспекти поняття «продаж», надано визначення поняттю «управління продажами», з’ясовано теоретичну сутність поняття «управління продажами» з точки зору функціонального та процесного підходів.

Theoretical aspects of the concept of "sales" are considered, the definition of the concept of "sales management" is given, the theoretical essence of the concept of "sales management" from the point of view of functional and process approaches is clarified. A functional approach to sales management includes sales planning and organization, as well as their motivation and control. The sales management process approach views the company as a network of interconnected business processes and allows sales managers to allocate and manage key processes and performance. The application of different approaches to sales management will allow companies to create an optimal model of sales management, expand the product range, provide access to new markets, successfully operate in the market to achieve budget indicators of sales and profitability.