Principles of Sales Management

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The main principles that should be followed in managing purchasing and sales processes are optimization and directiveness. In the first case, it is important to ensure the coordination of all actions aimed at the effective use of sales channels to ensure maximum sales volumes given the current situation. In order to use the optimization principle, it is important to attract all available resources. At the same time, it is necessary to ensure the required direction of actions. The mobile phone number database australia directive principle assumes preliminary approval of the desired sales indicators. This helps to avoid any misunderstandings later on whether the necessary results have been achieved.

To achieve high results in the field of trade, companies must implement an approach that includes a set of activities in such areas as technology, economics and law. Particular attention must be paid to the development of effective management decisions, the quality of which can be improved if all factors influencing sales indicators are taken into account. It is important to note that when managing sales in trade, the Pareto principle should be taken into account: 20% of the factors determine 80% of the characteristics of the entire system.




Principles of Sales Management

In the context of the organizational structure of sales management, two main categories of influencing factors should be distinguished. Firstly, there are manageable aspects that are subject to control and can be changed in the interests of the company. Secondly, there are external factors - they are beyond the sphere of influence of market participants, but they still need to be taken into account in planning, management and forecasting. Particular attention should be paid to the consistency and complementarity of such aspects, excluding contradictory and incompatible elements (this is called the condition of mutual compatibility).

Taking all of the above into account, the factors can be considered as potential sources of changes in sales volumes. Statistical data play a significant role in displaying the structure and quantitative characteristics of these aspects.

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Trading companies perform a variety of activities to move products toward the end consumer. These operations include both commercial and technical components. The former include:

Analysis of consumer needs.

Development of a product line.

Strategic procurement planning.

Organization of logistics flows.

Providing trade services.

Active promotion and popularization of the product.

Technological aspects are a sequence of interrelated actions and strategies aimed at ensuring high quality of goods and their optimal delivery to networks and end customers. The use of special methods allows for effective management of trade flows at all stages (from the receipt of the product at the point of sale to its preparation for sale). Within this framework, various operations are performed: product acceptance, storage, packaging, movement, placement on shelves, etc.

Case: VT-metall
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