Pavlenkov M.N., Reymov R.Zh.Published in:
Leadership and Management
– Volume 6, Number 2 (April-July 2019)

JEL classification: M11, M21, M29

Keywords: controlling, enterprise, management, planning, sales


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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.

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