Sales management based on the use of controlling

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Sales management based on the use of controlling

Mikhail Pavlenkov, Tatiana Ukhina

(about the authors)

Pavlenkov Mikhail N. – Doctor of Science, Economics, Professor, Head of the Chair of Social and Economic Disciplines (Lobachevsky State University of Nizhni Novgorod)

Ukhina Tatiana V. – Postgraduate Student (Lobachevsky State University of Nizhni Novgorod)

Published in:
Russian Journal of Entrepreneurship
– Volume 16, Number 14 (July, 2015)

Keywords: controlling, coordination, planning, sales management

Citation:
Mikhail Pavlenkov, Tatiana Ukhina (2015). Sales management based on the use of controlling. Russian Journal of Entrepreneurship, 16(14), 2219-2228. doi: 10.18334/rp.16.14.525

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Abstract:

The article deals with the issues of improving sales management system by method of controlling. It demonstrates the possibility of using controlling mechanisms in the short-term strategic planning, establishment of consumer feedback, and coordination of various company’s services in the process of product distribution.

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Sales management based on the use of controlling

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