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dc.contributor.authorHavlicek, Karel-
dc.contributor.authorRoubal, Ondrej-
dc.identifier.citationHavlicek, K., & Roubal, O. (2013). Sales management and sales communication of SMEs. European Research Studies Journal, 16(4), 29-42.en_GB
dc.description.abstractThis 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.en_GB
dc.publisherUniversity of Piraeus. International Strategic Management Associationen_GB
dc.subjectSales managementen_GB
dc.subjectSmall business -- Financeen_GB
dc.subjectSales forecastingen_GB
dc.subjectManagerial accountingen_GB
dc.titleSales management and sales communication of SMEsen_GB
dc.rights.holderThe copyright of this work belongs to the author(s)/publisher. The rights of this work are as defined by the appropriate Copyright Legislation or as modified by any successive legislation. Users may access this work and can make use of the information contained in accordance with the Copyright Legislation provided that the author must be properly acknowledged. Further distribution or reproduction in any format is prohibited without the prior permission of the copyright holder.en_GB
dc.publication.titleEuropean Research Studies Journalen_GB
Appears in Collections:European Research Studies Journal, Volume 16, Issue 4

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