Features of sales management in foreign markets

Dyachun, O.

Radynskiy, S.

Ternopil Ivan Pul'uj National Technical University 56 Ruska str., 46001 Ternopil, Ukraine

Dyachun, O. & Radynskiy, S. (2018) Osoblyvosti upravlinnia prodazhamy na zarubizhnykh rynkakh [Features of sales management in foreign markets]. Sotsialnoekonomichni problemy i derzhava [Socio-Economic Problems and the State] (electronic journal), Vol. 18, no. 1, pp. 175-185. Available at: http://sepd.tntu.edu.ua/images/stories/pdf/2018/18rsvnzr.pdf

31-may-2018

mar-2018

Ternopil Ivan Pul'uj National Technical University

https://doi.org/10.33108/sepd2018.01.175

339.138

G30
M31

marketing cultural environment
sales management
foreign markets
world trade organization
organizational management structures
psychological portrait of a businessman

The necessity of the output of domestic enterprises to foreign markets is highlighted. The state of their activities in these markets is revealed. It was emphasized that effective control of sales is an important prerequisite for the successful operation of Ukrainian companies in foreign markets. It is emphasized on the need to take into account the management of the sale of specifics of external markets, which determines its features. It is noted that such features include, first of all, the use of the management system for relations with global clients. It is emphasized that the basis is ensuring the consistency and organization of the sale of goods throughout the chain of supply of products to customers in different countries. Attention is paid to such features of sales management in foreign markets as the creation of adequate organizational management structures. The conditions for the use of their varieties are substantiated. The psychological characteristics of businessmen of some countries are presented. The composition of the factors of the marketing culture of importing countries influencing the peculiarities of sales management in foreign markets is highlighted.

http://elartu.tntu.edu.ua/handle/lib/25307

2223-3822

Socio-Economic Problems and the State

1.Zovnishnya torhivlya Ukrayiny Retrieved from https://uk.wikipedia.org/wiki/Zovnishnya_torhivlya_Ukrayiny.
2.Ofitsiynyy sayt Ministerstva ekonomichnoho rozvytku i torhivli Ukrayiny Retrieved from http://www.me.gov.ua/?lang=uk-UA.
3.Z pochatku 2017 roku obsyah svitovoyi torhivli zris na 8%. Retrieved from https://frontnews.eu/news/ua/9791/Z-pochatku-2017-roku-obsyah-svitovoyi-torhivli-zris-na-8.
4.Stylʹ vedennya perehovoriv z vrakhuvannyam kulʹturnykh osoblyvostey. Retrieved from https://studopedia.org/4-37584.html.
5.Faktory kulʹtury v mizhnarodnykh prodazhakh. Retrieved from http://msd.com.ua/prodazhi-upravlenie-prodazhami.
6.Leo Hof. (2004) Prodazhy: klyuchevye factory. Moscow. RYNO.

Article

Socio-Economic Problems and the State, Vol. 18, no. 1