Analysis of methodical approaches to evaluation of efficiency of sales activity management

Nataliia Valeriivna Terentyeva, Oleksandr Hryhorovych Cherep


Abstract


The article analyses the methodical approaches to the evaluation of the efficiency of sales activity management of industrial enterprises. The criteria for assessing the efficiency of sales activity management of enterprises are determined. The stages of research of the effectiveness are identified. It is determined that the effectiveness of sales activity management is a systemic, multicriteria concept. It requires the analysis, consideration and planning of indicators that characterize the effectiveness of sales activity management from different positions. The methodological principles for assessing the efficiency of sales activity of industrial enterprises in conditions of significant uncertainty of external factors in Ukraine are studied insufficiently. Such situation causes difficulties in assessing the efficiency of sales activities in the real sector of the economy.

Keywords


efficiency of sales activity management; efficiency indicators; outlet; profitability; market share; strategy

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References


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DOI: http://dx.doi.org/10.35774/econa2018.01.318

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Articles are distributed under Creative Commons Attribution  International 4.0 (CC-BY-NC 4.0) 


Science Works Journal "Ekonomichnyy analiz"

ISSN 1993-0259 (Print)  ISSN 2219-4649 (Online) DOI: 10.35774/econa


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