Model of sales management in the modern Russian business: Reserves efficiency

Abstract

Model of sales management in the modern Russian business: Reserves efficiency

N.A. Dimitriadi, N.M. Aroyan

Incoming article date: 26.12.2012

In the paper the authors developed a classification of sales management system in contemporary Russian companies included the following main types: "Spontaneous -intuitive type", "Sorokin's Nest", "System-spontaneous type," and "Structural-technological type." The classification is based on main sales management function analysis. The most popular type was identified. A low level of its organization could be a reason of a prudent effectiveness of contemporary Russian sales management systems. 

Keywords: sales management systems, classification of sales management system types, "Spontaneous-intuitive type", "Sorokin's Nest", "System-spontaneous type," and "Structural-technological type", level of sales management system effectiveness