BUSINESS INFORM №10-2013

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47

Section: Economics of Enterprise
UDC 339. 146.2
Shpak N. O., Kyrylych T. Y.
Formation of the Sales Strategy of Small Industrial Enterprises (p. 258 - 266)
The article forms characteristic definitions of marketing sales channels, analyses advantages and shortcomings of such channels of distribution of products for small production enterprises, marks out a position of the wholesale market as a direct and indirect sales channel, and marks advantages and shortcomings of its use. It forms analytical representation of marketing costs for calculation of the forecasted profit as one of the important quantitative criteria for selection of the sales channel and improves methodical provisions on its calculation with consideration of production, marketing and logistics costs. It offers a scheme of making a managerial decision on selection of the best marketing strategy on the basis of diversification of marketing channels.
Keywords: diversification, marketing activity, sales strategy, marketing analysis, sales channel, intermediaries, small industrial enterprise, forecasted profit
Fig.: 1. Tabl.: 2. Formulae: 5. Bibl.: 10.

Shpak Nestor O. – Doctor of Sciences (Economics), Professor, Professor, Department of Management and International Business, Lviv Polytechnic National University (12 Stepana Bandery Str., Lvіv, 79013, Ukraine)
Email: [email protected]
Kyrylych Tamara Yu. – Postgraduate Student, Department of Management and International Business, Lviv Polytechnic National University (12 Stepana Bandery Str., Lvіv, 79013, Ukraine)
Email: [email protected]

Article is written in Ukrainian
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Reference to this article:
Shpak, Nestor O., and Kyrylych, Tamara Yu. (2013) “Formation of the Sales Strategy of Small Industrial Enterprises.” Business Inform 10:258–266.

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