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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.
Appears in Collections:European Research Studies Journal, Volume 16, Issue 4

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