Sales Management and Sales Communication of SMEs

Karel HavlÃ­Ä Ek and OndÅ™ej Roubal
Authors registered in the RePEc Author Service: Karel Havlicek ()

European Research Studies Journal, 2013, vol. XVI, issue 4, 29-42

Abstract: This article presents an interpretation of sales process management in small and medium size businesses. Sales management is based on the M-C model built on planning, forecasting and thorough controlling. The process model is based on the theory of management, management accounting and human resources management. Controlling is seen as management of deviations arising out of sales targets and proposals for measures how to eliminate these deviations through risk management.

Keywords: Sales Management; Sales Controlling; Sales Communication; Sales Plan; Forecasting; Trade Receivables; M-C Models (search for similar items in EconPapers)
JEL-codes: M21 M31 (search for similar items in EconPapers)
Date: 2013
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Persistent link: https://EconPapers.repec.org/RePEc:ers:journl:v:xvi:y:2013:i:4:p:29-42

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