Инновационное планирование и управление продажами: авторская модель
Невес М., Кастро Л.

Аннотация

Данная статья содержит модель планирования и управления продажами промышленных товаров, которая основывается на результатах недавних исследований. В течение двух лет авторы изучали организацию сбыта в трех фирмах и сопоставляли полученные результаты с описанными в литературе закономерностями и классическими моделями управления.

Содержание

Введение;

Задачи;

Метод;

Модели планирования и управления продажами;

Рис. 1. Метод комплексного изучения деятельности компаний;

Таблица 1. Обзор отобранных моделей планирования и управления продажами

Сравнительный анализ;

Таблица 2. Некоторые данные по анализируемым кейсам;

Авторская модель;

Рис. 2. Авторская модель планирования продаж и управления ими;

Выводы;

Ключевые слова: модель планирования, организация сбыта, потребительское поведение, роль продавца
Журнал: «Управление продажами» — №4, 2010 (© Издательский дом Гребенников)
Объем в страницах: 12.
Кол-во знаков: около 23,445.

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Невес Маркос Фава

Профессор факультета бизнеса и маркетинга, Школа экономики и бизнеса, Университет Сан-Пауло (г. Сан-Пауло, Бразилия).

Сан-Пауло, Бразилия

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Профессор Университета Сан-Пауло (Бразилия, г. Сан-Пауло).

Сан-Пауло, Бразилия