Please use this identifier to cite or link to this item:
https://www.um.edu.mt/library/oar/handle/123456789/30949| Title: | Sales management and sales communication of SMEs |
| Authors: | Havlicek, Karel Roubal, Ondrej |
| Keywords: | Sales management Small business -- Finance Sales forecasting Managerial accounting |
| Issue Date: | 2013 |
| Publisher: | University of Piraeus. International Strategic Management Association |
| Citation: | Havlicek, K., & Roubal, O. (2013). Sales management and sales communication of SMEs. European Research Studies Journal, 16(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. |
| URI: | https://www.um.edu.mt/library/oar//handle/123456789/30949 |
| Appears in Collections: | European Research Studies Journal, Volume 16, Issue 4 |
Files in This Item:
| File | Description | Size | Format | |
|---|---|---|---|---|
| ERSJ,_16(4)_-_A3.pdf | 274.09 kB | Adobe PDF | View/Open |
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